UNITED STATES SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
Form 10-K
(Mark One)
¥
n
ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d)
OF THE SECURITIES EXCHANGE ACT OF 1934
For the fiscal year ended December 31, 2010
or
TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d)
OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from
to
.
Commission File Number: 0-25092
INSIGHT ENTERPRISES, INC.
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction of
incorporation or organization)
86-0766246
(IRS Employer
Identification No.)
6820 South Harl Avenue, Tempe, Arizona 85283
(Address of principal executive offices, Zip Code)
Registrant’s telephone number, including area code:
(480) 902-1001
Securities registered pursuant to Section 12(b) of the Act:
Title of Each Class
Common stock, par value $0.01
Name of Each Exchange on Which Registered
NASDAQ Global Select Market
Securities registered pursuant to Section 12(g) of the Act:
n/a
(Title of Class)
Indicate by check mark if the registrant
is a well-known seasoned issuer, as defined in Rule 405 of the Securities
Act. Yes n
No ¥
Indicate by check mark if the registrant is not required to file reports pursuant to Section 13 or Section 15(d) of the
Act. Yes n
No ¥
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities
Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports),
and (2) has been subject to such filing requirements for the past 90 days. Yes ¥
No n
Indicate by check mark whether the registrant has submitted electronically and posted on its corporate Web site, if any, every
Interactive Data File required to be submitted and posted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the
preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such
filing requirement for the past 90 days. Yes n
No n
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K (§ 229.405) is not contained
herein, and will not be contained, to the best of registrant’s knowledge, in definitive proxy or information statements incorporated by
reference in Part III of this Form 10-K or any amendment to this Form 10-K. n
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, or a smaller
reporting company. See the definitions of “large accelerated filer,” “accelerated filer” and “smaller reporting company” in Rule 12b-2
of the Exchange Act (check one):
Large accelerated filer n
Non-accelerated filer n
Accelerated filer ¥
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act). Yes n
Smaller reporting company n
No ¥
The aggregate market value of the voting and non-voting common equity held by non-affiliates of the registrant, based upon the
closing price of the registrant’s common stock as reported on The Nasdaq Global Select Market on June 30, 2010 the last business day
of the registrant’s most recently completed second fiscal quarter, was $603,073,805.
The number of shares outstanding of the registrant’s common stock on February 18, 20111 wa s 46,358,895.
Portions of the registrant’s Proxy Statement relating to its 2011 Annual Meeting of Stockholders have been incorporated by
reference into Part III, Items 10, 11, 12, 13 and 14 of this Annual Report on Form 10-K.
DOCUMENTS INCORPORATED BY REFERENCE
INSIGHT ENTERPRISES, INC.
ANNUAL REPORT ON FORM 10-K
Year Ended December 31, 2010
TABLE OF CONTENTS
ITEM 1.
ITEM 1A.
ITEM 1B.
ITEM 2.
ITEM 3.
ITEM 4.
ITEM 5.
ITEM 6.
ITEM 7.
ITEM 7A.
ITEM 8.
ITEM 9.
ITEM 9A.
ITEM 9B.
ITEM 10.
ITEM 11.
ITEM 12.
ITEM 13.
ITEM 14.
PART I
Business ............................................................................................................
Risk Factors ......................................................................................................
Unresolved Staff Comments .............................................................................
Properties ..........................................................................................................
Legal Proceedings .............................................................................................
(Removed and Reserved) ..................................................................................
PART II
Market for Registrant’s Common Equity, Related Stockholder
Matters and Issuer Purchases of Equity Securities ........................................
Selected Financial Data .....................................................................................
Management’s Discussion and Analysis of Financial Condition and
Results of Operations ....................................................................................
Quantitative and Qualitative Disclosures About Market Risk ..........................
Financial Statements and Supplementary Data .................................................
Changes in and Disagreements With Accountants on Accounting and
Financial Disclosure ......................................................................................
Controls and Procedures ...................................................................................
Other Information .............................................................................................
PART III
Directors, Executive Officers and Corporate Governance ................................
Executive Compensation ...................................................................................
Security Ownership of Certain Beneficial Owners and Management
and Related Stockholder Matters ...................................................................
Certain Relationships and Related Transactions, and Director Independence ..
Principal Accounting Fees and Services ...........................................................
ITEM 15.
PART IV
Exhibits, Financial Statement Schedules.........................................................
SIGNATURES ..........................................................................................................................
EXHIBITS TO FORM 10-K ......................................................................................................
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INSIGHT ENTERPRISES, INC.
FORWARD-LOOKING STATEMENTS
Certain statements in this Annual Report on Form 10-K, including statements in “Management’s Discussion and
Analysis of Financial Condition and Results of Operations” in Part II, Item 7 of this report, are forward-looking
statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking
statements may include: projections of matters that affect net sales, gross profit, operating expenses, earnings from
continuing operations, non-operating income and expenses, net earnings or cash flows, cash needs and the sufficiency of
our capital resources and the payment of accrued expenses and liabilities; the effect resulting from changes being
implemented by our largest software partner to elements of our channel incentive programs; our business strategy and
our strategic initiatives, including the launch of new product and services offerings in international markets; effects of
acquisitions or dispositions; projections of capital expenditures; plans for future operations and acquisitions; the
availability of financing and our needs or plans relating thereto; the effect of new accounting principles or changes in
accounting policies; the effect of guaranty and indemnification obligations; projections about the outcome of ongoing tax
audits; statements related to accounting estimates, including estimated stock-based compensation award forfeitures, the
timing of the payment of restructuring obligations and the realization of deferred tax assets and the resolution of
uncertain tax positions; our positions and strategies with respect to ongoing and threatened litigation; our ability to grow
sales to new and existing clients and increase our market share and the resulting effect on our results of operations and
profitability; our plans to grow our sales team; the timing of the effect of our initiatives to expand our international
product and services offerings; our plans to consolidate and upgrade our IT systems, including the timing and costs
relating thereto; the sufficiency of our facilities; our intentions relating to future stock repurchases; the possibility that we
may take future restructuring actions; our intentions to reinvest foreign earnings; our plans to use cash flow from
operations to pay down debt and make capital expenditures; our exposure resulting from off-balance sheet arrangements;
statements of belief; and statements of assumptions underlying any of the foregoing. Forward-looking statements are
identified by such words as “believe,” “anticipate,” “expect,” “estimate,” “intend,” “plan,” “project,” “will,” “may” and
variations of such words and similar expressions and are inherently subject to risks and uncertainties, some of which
cannot be predicted or quantified. Future events and actual results could differ materially from those set forth in,
contemplated by, or underlying the forward-looking statements. There can be no assurances that results described in
forward-looking statements will be achieved, and actual results could differ materially from those suggested by the
forward-looking statements. Some of the important factors that could cause our actual results to differ materially from
those projected in any forward-looking statements include, but are not limited to, the following:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
our reliance on partners for product availability and competitive products to sell as well as our competition with
our partners;
our reliance on partners for marketing funds and purchasing incentives;
disruptions in our information technology systems and voice and data networks, including risks and costs
associated with the integration and upgrade of our IT systems;
general economic conditions, including concerns regarding our ability to collect our accounts receivable and
client credit constraints;
actions of our competitors, including manufacturers and publishers of products we sell;
changes in the IT industry and/or rapid changes in product standards;
failure to comply with the terms and conditions of our commercial and public sector contracts;
stockholder litigation and regulatory proceedings related to the restatement of our consolidated financial
statements;
the availability of future financing and our ability to access and/or refinance our credit facilities;
the security of our electronic and other confidential information;
the variability of our net sales and gross profit;
the risks associated with our international operations;
exposure to changes in, interpretations of, or enforcement trends related to tax rules and regulations;
our dependence on key personnel; and
intellectual property infringement claims and challenges to our registered trademarks and trade names.
Additionally, there may be other risks that are otherwise described from time to time in the reports that we file with
the Securities and Exchange Commission. Any forward-looking statements in this report should be considered in light
of various important factors, including the risks and uncertainties listed above, as well as others. We assume no
obligation to update, and do not intend to update, any forward-looking statements. We do not endorse any projections
regarding future performance that may be made by third parties.
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INSIGHT ENTERPRISES, INC.
PART I
Item 1. Business
General
Insight Enterprises, Inc. (“Insight” or the “Company”) is a global provider of information technology (“IT”)
hardware, software and service solutions to businesses and public sector clients. The Company is organized in the
following three operating segments, which are primarily defined by their related geographies:
Operating Segment* Geography
North America
United States and Canada
EMEA
APAC
Europe, Middle East and Africa
Asia-Pacific
% of 2010
Consolidated Net Sales
70%
27%
3%
* Additional detailed segment and geographic information can be found in “Management’s
Discussion and Analysis of Financial Condition and Results of Operations” in Part II, Item 7 and
in Note 18 to the Consolidated Financial Statements in Part II, Item 8 of this report.
We help companies design, enable, manage and secure their IT environments with our process knowledge, technical
expertise and product fulfillment and logistics capabilities. Our management tools, capabilities and expertise make
designing, deploying and managing IT solutions easier while helping our clients control their IT costs. Insight has
locations in 21 countries, and we serve clients in 191 countries with software provisioning and related services,
transacting business in 18 languages and 14 currencies. Currently, our offerings in North America and the United
Kingdom include IT hardware, software and services. Our offerings in the remainder of our EMEA segment and in
APAC are almost entirely software and select software-related services. On a consolidated basis, hardware, software and
services represented 53%, 42% and 5%, respectively, of our net sales in 2010, compared to 50%, 44% and 6%,
respectively, in 2009.
We were incorporated in Delaware in 1991 as the successor to an Arizona corporation that commenced operations in
1988. Our corporate headquarters are located in Tempe, Arizona. We began operations in the U.S., expanded into
Canada in 1997 and into the United Kingdom in 1998. In 2006, through our acquisition of Software Spectrum, Inc.
(“Software Spectrum”), we expanded deeper into global markets in EMEA and APAC, where Software Spectrum
already had an established footprint and strategic relationships. In 2008, through our acquisitions of Calence, LLC
(“Calence”) in North America and MINX Limited (“MINX”) in the United Kingdom, we enhanced our global technical
expertise around higher-end networking and communications technologies, as well as managed services and security. As
part of our focus on core elements of our growth strategy, in 2007 we sold PC Wholesale, a seller of IT products to other
resellers in the U.S., and in 2006 we sold Direct Alliance Corporation (“Direct Alliance”), a business process
outsourcing provider in the U.S.
Business Strategy
Our strategic vision is to be the trusted advisor to our clients, helping them enhance their business performance
through innovative technology solutions. With the continual emergence of new technologies and technology solution
options in the IT industry, we believe businesses continue to seek technology providers to supply value-added advice to
help them identify and deploy IT solutions. We believe that Insight has a unique position in the market and can gain
profitable market share and provide enhanced value to our clients. We have a multi-partner approach (we refer to our
suppliers as “partners” and our employees as “teammates”) and excel at providing broad product selection at competitive
prices through an efficient supply chain. We have deeper services and solutions capabilities than many of our
competitors, we are the only value-added reseller with a multi-national footprint, and our client base covers a broader
cross-section of clients than many of our competitors.
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To further refine our strategic focus and strengthen our execution and operational effectiveness, Insight is focused
on four strategic initiatives:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
Strengthen the foundation of our business;
Continue to expand our higher-margin services offerings;
Expand our hardware offerings in select global markets; and
Integrate our IT systems.
Strengthen the foundation of our business. Insight’s core business is providing IT hardware, software and services
to large, medium and small businesses and public sector institutions. We believe that what differentiates Insight from
our competitors is:
(cid:2) Our Scale and Reach – we had $4.8 billion in net sales in 2010 and have sales and distribution capabilities
in 21 countries.
(cid:2) Our People – we have 5,115 teammates worldwide, including over 1,000 skilled, certified services
professionals.
(cid:2) Our Business Foundation – we have a broad offering of hardware and software products, with access to
over $3 billion in virtual inventory, efficient supply chain execution and customizable e-commerce
capabilities.
(cid:2) Our Breadth and Depth of Services – we have developed services capabilities focused on managed services
and professional and consulting services, which are particularly strong in the United States and the United
Kingdom.
(cid:2) Our Partnerships and Clients – we have a multi-partner approach with over 5,000 partnerships with
manufacturers and publishers and over 70,000 commercial and public sector clients globally.
In order to strengthen the foundation of our business, we are refocusing our North America business on our
traditional core. Through our new North America sales engagement model, we have created a single, geographically
aligned sales and delivery organization which is focused on organic, profitable growth and market share gain. Key
components of the new model include:
(cid:2) Alignment of Sales Teams and Clients – we defined and mapped our current U.S. resources and clients into
three regions: East, Central, West, and because of its unique characteristics, a separate Public Sector unit.
(cid:2) Alignment with Partners – we redefined our client groups to help ensure our sales strategies are in sync
(cid:2)
with our partners.
Training – we designed and implemented training programs for our sales managers, directors and pre-sales
support to ensure that all sales teammates have access to expertise across our product offerings.
(cid:2) Operational Excellence – we adopted metrics and a new management system to track our performance and
implemented a weekly management commitment process to ensure we have real time visibility into our
business and to ensure resources are aligned to drive results.
We are also focusing on selling into a specific set of targeted clients that are part of our total addressable market, or
as we call it, our TAM. In North America, we are putting particular focus on commercial and corporate clients, and in
EMEA and APAC, we continue to focus on increasing our share of the middle market and public sector client groups.
We are addressing these opportunities to grow market share by continuing to invest in our sales teams in EMEA and
APAC and by growing the sales teams in North America and investing in enhanced training initiatives.
In addition to our focus on new clients, we seek to increase our share of our current clients’ annual IT budgets. We
are investing in focused training programs in North America to ensure our sales teammates are able to sell across our
broad portfolio of offerings and we are implementing the management system necessary to track our progress. As we
launch our new IT system in EMEA, we intend to deploy similar programs as necessary to ensure we are able to bring
our new hardware capabilities to our existing clients in additional markets. Our operating model allows us to tailor
offerings based on the size and complexity of our client. Accordingly, we believe that there are opportunities for Insight
to expand our relationships with our existing clients and increase the types of products and services that each of our
existing clients buys from us.
We are also implementing operational excellence and execution initiatives, such as establishing clear roles and
accountabilities for all teammates and aligning compensation models and business processes to ensure our productivity
improves across our business. We believe that by gaining a clear understanding of baseline productivity performance in
our business, we will be better positioned to rationalize investments and achieve better scale on our cost structure as our
business grows.
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Further, to continue to enhance our core business, we intend to seize growth opportunities in new technologies. As
manufacturers, publishers and service providers develop new technologies and as new ways of buying and supplying
technology take hold, we are committed to taking advantage of and leveraging these opportunities. In North America,
we are building an “as-a-service” aggregation portal (or cloud portal) linked to Insight.com to take advantage of
opportunities such as “Software as a Service” (“SaaS”). As an aggregator, we are designing our portal to enable the
procurement, delivery, billing, administration and support of on-demand services provided through the cloud. We are
planning to bring this solution to the market during 2011.
Additionally, we are strengthening our partnerships to ensure we deliver value to our partners and increase partner
access to target clients. By aligning more closely with our partners, we expect to gain market share and improve our
profitability by optimizing partner incentive programs. We are focused on understanding our partners’ objectives and
developing plans and programs to grow our mutual businesses. We measure partner satisfaction regularly and hold
quarterly business reviews with our largest partners to review business results from the prior quarter, discuss plans for
the future and obtain feedback. Additionally, we host annual partner conferences in North America, EMEA and APAC
to articulate our plans for the upcoming year.
Continue to expand our higher-margin services offerings. While Insight’s business was built on hardware and
software product sales that are the foundation of many of our client relationships today, we believe our strong services
capabilities differentiate Insight in the marketplace and enhance our profitability. We offer certain standard and
customized solutions to our clients through our managed and professional and consulting services capabilities. While
these capabilities are most developed in our United States business, we are growing our capabilities in the United
Kingdom and plan to selectively launch the offering of such services in other countries in our EMEA segment and in
Canada.
Managed services, which enable a client to drive improved efficiency and generate cost savings by outsourcing non-
core IT capabilities, are among our most advanced capabilities. This allows internal IT departments to focus on more
value-add activities. Insight’s managed services capabilities currently available in the United States include:
(cid:2) World-class Network Operations Center (“NOC”), with
o 24/7 operations and
o Best-in-class management tools
(cid:2)
SaaS
(cid:2)
Complete integration services
(cid:2)
Software asset management
(cid:2) Managed warranty solutions
(cid:2) Help desk support
(cid:2)
Complete end-of-life asset management, including asset disposal, redeployment and remarketing
Our professional and consulting services help clients manage and deploy IT assets within their environments to
minimize the total cost of ownership. Insight’s professional and consulting services capabilities include:
(cid:2)
(cid:2)
Strategy, assessment and implementation services around
o Infrastructure/Security
o Data Center
o Software
o Collaboration
Broad technology deployment
Our team is composed of over 1,000 professionals with approximately 3,000 certifications and delivers services
using a proprietary methodology and dedicated project management office.
Expand our hardware offerings in select global markets. Currently, our offerings in North America and the United
Kingdom include IT hardware, software and services. Our offerings in the remainder of our EMEA segment and in
APAC are almost entirely software and select software-related services. We intend to continue to offer global software
licensing and related asset management services, as we believe these global capabilities meaningfully differentiate us
from our competitors. In addition, we are planning to selectively expand our core hardware capabilities into other
existing countries in our European footprint. We expect to introduce hardware sales in selected countries in Europe upon
the development of IT systems capabilities in our EMEA operating segment. The roll out is planned to occur in phases,
and we expect a positive contribution to our financial results beginning in 2012. In addition, we are expanding our
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service partner network in the United Kingdom and Canada (where we currently offer the full suite of Insight
capabilities) to further augment capabilities to deliver select managed and professional and consulting services.
In other countries where we will not expand beyond software, we intend to continue to enhance our software
offerings by introducing SaaS solutions, expanding our software services capabilities, and extending our client reach
with medium-sized businesses and public sector clients. In addition, we will maintain our global software capabilities
differentiation in supporting our multinational clients.
For a discussion of risks associated with international operations, see “Risk Factors – There are risks associated with
our international operations that are different than the risks associated with our operations in the United States, and our
exposure to the risks of a global market could hinder our ability to maintain and expand international operations,” in Part
I, Item 1A of this report.
Integrate our IT systems. One of our North America segment’s key initiatives is to improve its IT infrastructure in
order to fully leverage our core capabilities. As part of this initiative, we intend to consolidate systems and remove
operational barriers created by the multiple IT environments inherited in past business acquisitions. We believe this
systems integration will drive operational efficiency and simplify engagement among our teammates and with our clients
and our partners.
Integrating our current systems will:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
Provide a consistent interface for our clients, partners and teammates;
Facilitate the alignment of business processes and resources to support the engagement model;
Simplify account management by consolidating to one Customer Relationship Management (CRM) tool;
Improve productivity by streamlining process, applications and infrastructure;
Improve data integrity and simplify access to information to enhance the speed, accuracy and completeness of
responses to our clients and partners;
Improve our ability to bring the full set of product and solution offerings to our clients; and
Provide a common IT platform from which to grow in future years.
Our plan is to fully integrate our IT systems in North America onto an integrated platform over the next two years.
Significant internal and external resources have been devoted to the successful completion of this project.
We are also in the process of converting our EMEA operations to a new IT system platform that will allow us to
expand our sales of hardware and services, in addition to software, to clients in that region to promote future sales and
profit growth.
Hardware, Software and Services Offerings
Hardware Offerings. We currently offer our clients in North America and the United Kingdom a comprehensive
selection of IT hardware products. We offer products from hundreds of manufacturers, including such industry leaders
as Hewlett-Packard (“HP”), Cisco, Lenovo, IBM, Panasonic and American Power Conversion Corporation. Our scale
and purchasing power, combined with our efficient, high-volume and cost effective direct sales and marketing model,
allow us to offer competitive prices. We believe that offering multiple partner choices enables us to better serve our
clients by providing a variety of product solutions to best address their specific business needs. These needs may be
based on particular client preferences or other criteria, such as real-time best pricing and availability, or compatibility
with existing technology. In addition to our distribution facilities, we have “direct-ship” programs with many of our
partners, including manufacturers and distributors, allowing us to expand our product offerings without increasing
inventory, handling costs or inventory risk exposure. As a result, we are able to provide a product offering with billions
of dollars of products in virtual inventory. Convenience and product options among multiple brands are key competitive
advantages against manufacturers’ direct selling programs, which are generally limited to their own brands and may not
offer clients a complete or best in class solution across all product categories.
Software Offerings. Our clients acquire software applications from us in the form of licensing agreements with
software publishers, boxed products, or through a growing delivery model, SaaS. Under a SaaS arrangement, clients
subscribe to software that is hosted either by the software publisher or a dedicated third-party hosting company on the
internet. The majority of our clients obtain their software applications through licensing agreements, which we believe is
a result of their ease of administration and cost-effectiveness. Licensing agreements, or right-to-copy agreements, allow
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INSIGHT ENTERPRISES, INC.
a client to either purchase a license for each of its users in a single transaction or periodically report its software usage,
paying a license fee based on the number of users.
As software publishers choose different models for implementing licensing agreements, businesses must evaluate
the alternatives to ensure that they select the appropriate agreements and comply with the publishers’ licensing terms
when purchasing and managing their software licenses. We work closely, either locally or globally, with our clients to
understand their licensing requirements and to educate them regarding the options available under publisher licensing
agreements. Many of our clients who have elected to purchase software licenses through licensing agreements have also
entered into software maintenance agreements, which allow clients to receive new versions, upgrades or updates of
software products released during the maintenance period, in exchange for a specified annual fee. We assist our clients
and partner publishers in tracking and renewing these agreements. In connection with certain enterprise-wide licensing
agreements, publishers may choose to bill and collect from clients directly. In these cases, we earn a referral fee directly
from the publisher.
Services Offerings. We currently offer a suite of managed services and professional and consulting services in the
U.S. and the United Kingdom via our own field service personnel, augmented by service partners to fill gaps in our
geographic coverage or capabilities. We also utilize partners to deliver these services in Canada. We believe that
developing these capabilities internally or through targeted acquisitions over time in other geographies will be a key
differentiator for us.
The breadth and quality of our technical and service capabilities are key points of differentiation for us. We have,
and intend to continue to develop, an array of technical expertise and service capabilities to help identify, acquire,
implement and manage technology solutions to allow our clients to address their business needs. We don’t believe that
our competition is able to offer the same breadth and depth of technology service solutions that we offer across our target
client groups in North America and the United Kingdom.
To strengthen our solutions offerings, we have focused on the following specific solutions/value-added practice
areas:
Infrastructure/Security
(cid:2) Managed Services
(cid:2)
(cid:2) Data Center
(cid:2)
Software
(cid:2)
Collaboration
These technology practice groups are responsible for understanding client needs and, together with our technology
partners, customizing total solutions that address those needs. These groups are made up of industry- and product-
certified engineers, consultants and specialists who are current on best practices and the latest developments in their
respective practice areas.
We are a Cisco Gold Certified partner in the United States and the United Kingdom and have Master Certifications
in unified communications and security in the United States. Our data center practice in the United States is an HP
Authorized Enterprise Provider and holds HP Storage Elite, HP Blade Elite and HP Services Elite partner status. We
also have been awarded premier partner status by a number of other partners, such as IBM, EMC and VMware.
Managed Services. We know that our clients have to utilize limited resources while providing reliable support to
end users and maximizing the life cycle and value of their IT investments. Our managed services technology practice
offers the advanced technical resources to support key components of our clients’ networks. We offer ISO-certified
integration services and asset disposal services. We help simplify ownership, from assessment and acquisition through
deployment and end-of-life and technology refresh. Operating 24 hours a day, 7 days a week and 365 days a year
through our network operations center, we serve as an extension of our clients’ teams, with dedicated resources to keep
their networks operating.
Further, we can help our clients preserve capital and expand limited resources by delivering business-critical
applications and programs from the cloud. With low upfront costs and no need for in-house maintenance, SaaS is an
effective alternative to potentially more expensive on-premise solutions. We partner with providers to deliver solutions
around collaboration and messaging, managed security and data management, including Microsoft, Symantec, CA
Technologies, IBM, McAfee and DataPipe.
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INSIGHT ENTERPRISES, INC.
Infrastructure/Security. Today’s networks are becoming increasingly complex. Support for critical enterprise
applications and converged communication systems have increased demand for network availability and performance.
Insight’s core networking competency is the architecture and deployment of infrastructure. We offer services to plan,
design, implement and support the operation of complex and secure wired and wireless networks. Solution offerings
also include network strategy, network assessment and application delivery infrastructure services.
(cid:2) Network strategy services assist clients in ensuring that their network is positioned to support their business
and provides a roadmap to guide investments in people, operations and technology.
(cid:2) Network assessment services help clients ensure their network is ready to support their business, is
designed based on industry best practices and is operating at peak performance.
(cid:2) Application delivery infrastructure services allow clients to deploy next generation solutions, such as
application acceleration, WAN optimization and load balancing, to optimize the performance of critical
applications on their networks and better utilize their technology infrastructure.
To properly implement a security strategy, a client must first define its risk. From regulatory compliance and
business operations to asset protection, threat mitigation and vulnerability identification, a security program is essential
to maintaining productivity and profitability. Every organization requires a comprehensive security program and
procedures to ensure data integrity, confidentiality and availability. Our security solutions include a range of offerings
including: strategy solutions to quantify the skills, methodologies and experience needed for a comprehensive security
program; assessment solutions to help clients identify gaps and risks as well as make the right decisions to manage them;
security design, implementation and operation services; security compliance solutions to help clients make certain their
internal processes are able to repel attempts to breach security; and risk and vulnerability assessments in which security
testing is utilized to highlight unmanaged security risks.
Data Center. The growth of data in organizations has created demand for solutions that simplify server, storage and
data center management. We help our clients consider total costs, critical data availability and environmental impact
through server consolidation and virtualization, backup, disaster recovery and continuity solutions for complex storage
environments.
Using technology and products from various partners, we provide high-end servers, data disk arrays, hard drives,
tape libraries, blades, and virtualization software to help clients build and maintain responsive IT infrastructures that
allow them to quickly adapt to changes in business priorities. We also provide IT professional services for designing,
implementing and managing adaptive server and storage environments for our clients – ensuring a resilient and cost-
effective data center while reducing the client’s maintenance and management costs. We offer the technical expertise
and manufacturer relationships to deliver innovative and scalable solutions.
Software. We help our clients transform their software into an asset for their business. Our software professional
services include solutions to help clients improve business productivity, optimize their core infrastructure and manage
their software licenses.
We help our clients increase the productivity and overall effectiveness of their people with solutions for messaging,
collaboration and unified communications. The sharing of ideas is vital to success, and it is imperative that organizations
facilitate collaboration among workers. We are part of the Microsoft Partner Network and hold high level accreditations
in a range of technical disciplines, including delivery of and support for Microsoft toolsets including Exchange, Office
and SharePoint.
We also help our clients simplify the deployment of Microsoft core infrastructure technologies – from the desktop to
the data center. Current business environments require reflexive yet cost-effective adaptation to change. As a result, the
capacity to centrally manage and alter a company’s software environment from the core is vital. We help clients
improve the agility, security and manageability of their environment with solutions for identity and access management,
desktop and server deployment and operation, and more. We also provide expertise around delivery of and support for
Microsoft Forefront and Windows.
Additionally, we help our clients standardize their software environment while reducing costs and limiting risk
through optimal license use and compliance management. We offer clients a portfolio of Software Asset Management
(“SAM”) services, including SAM consultation, assessment of ISO standard attainment, license reconciliations, and our
proprietary Insight:LicenseAdvisor® SAM solution platform. We help clients determine their license rights and
utilization rates, reconcile the difference, and then proactively track, analyze, and manage their software asset portfolio
from procurement to retirement.
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INSIGHT ENTERPRISES, INC.
Collaboration. Advanced networking technologies that merge voice, data and video applications are increasingly
becoming a critical component of an enterprise’s strategic IT infrastructure and the backbone of an organization’s unified
communications strategy. With advanced collaboration technology implementations, we offer our clients an integrated
combination of email, chat, audio, video and web conferencing capabilities. These solutions offer a more cost effective
answer than traditional audio, video and web conferencing with increased productivity, increased functionality and added
security over internet-based solutions as well as the ability for clients to leverage existing investments in IT
infrastructure. This practice area also includes unified communications, unified contact center solutions and video
solutions.
In addition to these specific solutions/value-added practice areas, we continue to offer clients a suite of services
designed to streamline the deployment cycle of IT assets, as well as minimize the complexity and cost of managing those
assets throughout their life cycle. We:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
provide advice on hardware, software licensing and financing programs;
streamline procurement;
plan and manage the rollout;
assist with developing standards and implementing best practices;
pre-configure systems, load custom software images and tag assets;
provide logistics planning and drop-ship to locations;
provide on-site implementation;
offer help desk support for users; and
provide IT maintenance services and disposal of equipment at end-of-life (including redeployment and
remarketing).
Currently, these services are available primarily in North America and the United Kingdom.
Our Information Technology Systems
We have committed significant resources to the IT systems we use to manage our business and believe that our
success is dependent upon our ability to provide prompt and efficient service to our clients based on the accuracy, quality
and utilization of the information generated by our IT systems. Because these systems affect our ability to manage our
sales, client service, distribution, inventories and accounting systems and our voice and data networks, we have built
redundancy into certain systems, maintain system outage policies and procedures and have comprehensive data backup.
Our U.S. and foreign locations are not on a single IT system platform, but we are focused on driving improvements in
sales productivity through upgraded IT systems to support higher levels of client satisfaction and new client acquisition,
as well as garnering efficiencies in our business as more processes become automated. For additional discussion of our
plans to make enhancements and upgrades to our IT systems, see “Business Strategy – Integrate our IT systems”
previously in Part I of this report and for a discussion of risks associated with our IT systems, see “Risk Factors –
Disruptions in our IT systems and voice and data networks, including the integration and upgrade of our IT systems,
could affect our ability to service our clients and cause us to incur additional expenses,” in Part I, Item 1A of this report.
Competition
The IT hardware, software and services industry is very fragmented and highly competitive. We compete with a
large number and wide variety of marketers and resellers of IT hardware, software and services, including:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
direct marketers and resellers, such as CDW (North America), Systemax (Europe), SoftChoice, PC Ware,
PC Connections, Worldwide Technology and SHI;
national and regional resellers, including value-added resellers, specialty retailers, aggregators, distributors,
and to a lesser extent, national computer retailers, computer superstores, Internet-only computer providers,
consumer electronics and office supply superstores and mass merchandisers;
product manufacturers, such as Dell, HP, IBM and Lenovo, and software publishers, such as IBM,
Microsoft and Symantec;
systems integrators, such as Compucom Systems, Inc.;
national and global service providers, such as IBM Global Services and HP/EDS; and
e-tailers, such as New Egg, Buy.com and e-Buyer (United Kingdom).
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INSIGHT ENTERPRISES, INC.
The competitive landscape in the industry is changing as various competitors expand their product and service
offerings. In addition, emerging models such as cloud computing are creating new competitors and opportunities.
For a discussion of risks associated with the actions of our competitors, see “Risk Factors – The IT hardware,
software and services industry is intensely competitive, and actions of our competitors, including manufacturers and
publishers of products we sell, can negatively affect our business,” in Part I, Item 1A of this report.
Partners
During 2010, we purchased products and software from approximately 5,400 partners. Approximately 63% (based
on dollar volume) of these purchases were directly from manufacturers or software publishers, with the balance
purchased through distributors. Purchases from Microsoft and Ingram Micro (a distributor) accounted for approximately
27% and 10%, respectively, of our aggregate purchases in 2010. No other partner accounted for more than 10% of
purchases in 2010. Our top five partners as a group for 2010 were Microsoft, Ingram Micro, HP, Cisco and Tech Data (a
distributor). Approximately 61% of our total purchases during 2010 came from this group of partners. Although brand
names and individual products are important to our business, we believe that competitive sources of supply are available
in substantially all of our product categories such that, with the exception of Microsoft, we are not dependent on any
single partner for sourcing products.
We obtain incentives from certain product manufacturers, software publishers and distribution partners based
typically upon the volume of sales or purchases of their products and services. In other cases, such incentives may be in
the form of participation in our partner programs, which may require specific services or activities with our clients,
discounts, marketing funds, price protection or rebates. Manufacturers and publishers may also provide mailing lists,
contacts or leads to us. We believe that these incentives (or partner funding) allow us to increase our marketing reach
and strengthen our relationships with leading manufacturers and publishers. This funding is important to us, and any
elimination or substantial reduction would increase our costs of goods sold or marketing expenses, resulting in a
corresponding decrease in our earnings from operations.
During 2010, sales of Microsoft, HP and Cisco products accounted for approximately 26%, 16% and 12%,
respectively, of our consolidated net sales. No other manufacturer’s products accounted for more than 10% of our
consolidated net sales in 2010. Sales of product from our top five manufacturers/publishers as a group (Microsoft, HP,
Cisco, Lenovo and Adobe) accounted for approximately 64% of Insight’s consolidated net sales during 2010.
As we move into new service areas, we may become even more reliant on certain partner relationships. For a
discussion of risks associated with our reliance on partners, see “Risk Factors – We rely on our partners for product
availability and competitive products to sell, and we also compete with many of our partners,” and “Risk Factors – We
rely on our partners for marketing funds and purchasing incentives,” in Part I, Item 1A of this report.
Teammates
As of December 31, 2010, we employed 5,115 teammates, of whom 2,893 were engaged in management, support
services and administration activities, 2,055 were engaged in sales related activities, and 167 were engaged in
distribution activities. Our teammates are not represented by a labor union, and we have never experienced a labor
related work stoppage.
For a discussion of risks associated with our dependence on key personnel, including sales personnel, see “Risk
Factors – We depend on certain key personnel,” in Part I, Item 1A of this report.
Seasonality
We experience some seasonal trends in our sales of IT hardware, software and services. For example:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
software sales are seasonally higher in our second and fourth quarters, particularly the second quarter;
business clients, particularly larger enterprise businesses in the U.S., tend to spend more in our fourth
quarter as they utilize their remaining capital budget authorizations and less in the first quarter;
sales to the federal government in the U.S. are often stronger in our third quarter; and
sales to public sector clients in the United Kingdom are often stronger in our first quarter.
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INSIGHT ENTERPRISES, INC.
These trends create overall seasonality in our consolidated results such that sales and profitability are expected to be
higher in the second and fourth quarters of the year. For a discussion of risks associated with seasonality see “Risk
Factors – Our net sales and gross profit have historically varied, making our future operating results less predictable,” in
Part I, Item 1A of this report.
Backlog
The majority of our backlog historically has been and continues to be open cancelable purchase orders. We do not
believe that backlog as of any particular date is predictive of future results.
Intellectual Property
We do not maintain a traditional research and development group, but we do develop and seek to protect a range of
intellectual property, including trademarks, service marks, copyrights, domain name rights, trade dress, trade secrets and
similar intellectual property relying, for such protection, on applicable statutes and common law rights, trade-secret
protection and confidentiality and license agreements, as applicable, with teammates, clients, partners and others to
protect our intellectual property rights. Our principal trademark is a registered mark, and we also license certain of our
proprietary intellectual property rights to third parties. We have registered a number of domain names, applied for
registration of other marks in the U.S. and in select international jurisdictions, and, from time to time, filed patent
applications. We believe our trademarks and service marks, in particular, have significant value, and we continue to
invest in the promotion of our trademarks and service marks and in our protection of them.
Available Information
Our annual report on Form 10-K, quarterly reports on Form 10-Q, current reports on Form 8-K and amendments to
reports filed pursuant to Sections 13(a) and 15(d) of the Securities Exchange Act of 1934, as amended (the “Exchange
Act”), and the reports of beneficial ownership filed pursuant to Section 16(a) of the Exchange Act are available free of
charge on our web site at www.insight.com, as soon as reasonably practicable after we electronically file them with, or
furnish them to, the Securities and Exchange Commission. The information contained on our web site is not included as
a part of, or incorporated by reference into, this Annual Report on Form 10-K.
Item 1A. Risk Factors
We rely on our partners for product availability and competitive products to sell, and we also compete with many
of our partners. We acquire products for resale both directly from manufacturers and publishers and indirectly through
distributors, and the loss of a partner relationship could cause a disruption in the availability of products to us. In
addition to being our partners, manufacturers and publishers are also our competitors, as many sell directly to business
clients and, particularly, larger corporate clients. There is no assurance that, as manufacturers and publishers continue to
sell both through the distribution channel and directly to end users, they will not limit or curtail the availability of their
product to resellers like us. In addition, the manner in which publishers distribute software is changing, and many
publishers now offer their programs as hosted or SaaS solutions. These changes in distribution may intensify
competition and increase the volume of software sold through these competitive programs or distributed directly
electronically to end-users. Any significant increase in direct sales or directly-sold SaaS solutions by publishers could
have a material adverse effect on our business, results of operations and financial condition.
We rely on our partners for marketing funds and purchasing incentives. Certain manufacturers, publishers and
distributors provide us with substantial incentives in the form of rebates, marketing funds, purchasing incentives, early
payment discounts, referral fees and price protections. Partner funding is used to offset, among other things, inventory
costs, costs of goods sold, marketing costs and other operating expenses. Certain of these funds are based on our volume
of sales or purchases, growth rate of net sales or purchases and marketing programs. If we do not grow our net sales
over prior periods or if we are not in compliance with the terms of these programs, there could be a material negative
effect on the amount of incentives offered or paid to us by manufacturers and publishers. We anticipate that in the
future, the incentives that many partners make available to us may either be reduced or that the requirements for earning
the available amounts will change. If we are unable to react timely to any fundamental changes in the programs of
publishers or manufacturers, including the elimination of, or significant reductions in, funding for some of the activities
for which we have been compensated in the past, particularly related to incentive programs with our largest partners, HP
and Microsoft, the changes would have a material adverse effect on our business, results of operations and financial
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INSIGHT ENTERPRISES, INC.
condition. No assurance can be given that we will continue to receive such incentives or that we will be able to collect
outstanding amounts relating to these incentives in a timely manner, or at all.
Disruptions in our IT systems and voice and data networks, including the integration and upgrade of our IT
systems, could affect our ability to service our clients and cause us to incur additional expenses. We believe that our
success to date has been, and future results of operations will be, dependent in large part upon our ability to provide
prompt and efficient service to our clients. Our ability to provide that level of service is largely dependent on the ease of
use, accuracy, quality and utilization of our IT systems, which affects our ability to manage our sales, client service,
distribution, inventories and accounting systems, and the reliability of our voice and data networks and managed services
offerings. Our plan is to fully integrate our IT systems in North America onto an integrated platform over the next two
years. Significant internal and external resources have been devoted to the successful completion of this project. In
2011, we expect to incur between $5 and 10 million of incremental selling and administrative expenses associated with
the North America systems integration project. We expect total incremental selling and administrative expenses to
support the project through to completion to approximate $15 million, with a similar amount of incremental capital
expenditures over the next two years. We are also in the process of converting our EMEA operations to a new IT system
platform. There can be no assurances that these integration and conversion projects will not cause disruptions in our
business, and any such disruption could have a material adverse effect on our results of operations and financial
condition. Any delay in the projects or disruption of service during those projects would have an adverse effect on
current results and future sales growth. Further, any delay in the timing could reduce and/or delay our expense savings,
and any such disruption could have a material adverse effect on our results of operations and financial condition.
Additionally, if, as a result of the completion of the projects, existing technology is determined to have a shorter useful
life or the value of the existing system is impaired, we could incur additional depreciation expense and/or impairment
charges. Although we have built redundancy into most of our IT systems, have documented system outage policies and
procedures and have comprehensive data backup, we do not have a formal disaster recovery plan. Substantial
interruption in our IT systems or in our voice and data networks, however caused, would have a material adverse effect
on our business, results of operations and financial condition.
General economic conditions, including concerns regarding our ability to collect our accounts receivable and
client credit constraints, or unfavorable economic conditions in a particular region, business or industry sector, may
lead our clients to delay or forgo investments in IT hardware, software and services, either of which could adversely
affect our business, financial condition, operating results and cash flow. Weak economic conditions generally or any
broad-based reduction in IT spending adversely affects our business, operating results and financial condition. A
prolonged continued slowdown in the global economy, or in a particular region, or business or industry sector, or
tightening of credit markets, could cause our clients to have difficulty accessing capital and credit sources; delay
contractual payments; or delay or forgo decisions to (i) upgrade or add to their existing IT environments, (ii) license new
software or (iii) purchase services (particularly with respect to discretionary spending for hardware, software and
services). Such events could adversely affect our business, financial condition, operating results and cash flow.
The failure of our clients to pay the accounts receivable they owe to us or the loss of significant clients could have a
significant negative impact on our business, results of operations, financial condition or liquidity. A significant portion
of our working capital consists of accounts receivable from clients. If clients responsible for a significant amount of
accounts receivable were to become insolvent or otherwise unable to pay for products and services, or were to become
unwilling to make payments in a timely manner, our business, results of operations, financial condition or liquidity could
be adversely affected. Economic or industry downturns could result in longer payment cycles, increased collection costs
and defaults in excess of management’s expectations. A significant deterioration in our ability to collect on accounts
receivable could also impact the cost or availability of financing under our accounts receivable securitization program
discussed below.
The IT hardware, software and services industry is intensely competitive, and actions of our competitors,
including manufacturers and publishers of products we sell, can negatively affect our business. Competition in the
industry is based on price, product availability, speed of delivery, credit availability, quality and breadth of product lines,
and, increasingly, on the ability to tailor specific solutions to client needs. In addition to manufacturers and publishers of
products we sell, we compete with a large number and wide variety of marketers and resellers of IT hardware, software
and services. Additionally, we believe our industry will see further consolidation as product resellers and direct
marketers combine operations or acquire or merge with other resellers, service providers and direct marketers to increase
efficiency, service capabilities and market share. Moreover, current and potential competitors have established or may
establish cooperative relationships among themselves or with third parties to enhance their product and service
offerings. Accordingly, it is possible that new competitors or alliances among competitors may emerge and acquire
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INSIGHT ENTERPRISES, INC.
significant market share. Generally, pricing is very aggressive in the industry, and we expect pricing pressures to
continue. There can be no assurance that we will be able to negotiate prices as favorable as those negotiated by our
competitors or that we will be able to offset the effects of price reductions with an increase in the number of clients,
higher net sales, cost reductions, greater sales of services, which are typically at higher gross margins, or otherwise.
Price reductions by our competitors that we either cannot or choose not to match could result in an erosion of our market
share and/or reduced sales or, to the extent we match such reductions, could result in reduced operating margins, any of
which could have a material adverse effect on our business, results of operations and financial condition.
Certain of our competitors in each of our operating segments have longer operating histories and greater financial,
technical, marketing and other resources than we do. In addition, some of these competitors may be able to respond
more quickly to new or changing opportunities, technologies and client requirements. Many current and potential
competitors also have greater name recognition and engage in more extensive promotional activities, offer more
attractive terms to clients and adopt more aggressive pricing policies than we do. Additionally, some of our competitors
have higher margins and/or lower operating cost structures, allowing them to price more aggressively. There can be no
assurance that we will be able to compete effectively with current or future competitors or that the competitive pressures
we face will not have a material adverse effect on our business, results of operations and financial condition.
Another growing industry trend is the SaaS business model. In many cases, the SaaS model allows enterprises to
obtain the benefits of commercially licensed, internally operated software without the associated complexity or high
initial set-up, operational and licensing costs. Advances in the SaaS business model and other new models could
increase our competition or eliminate the need for a resale channel. There can be no assurance that we will be able to
adapt to, or compete effectively with, current or future distribution channels or competitors or that the competitive
pressures we face will not have a material adverse effect on our business, results of operations and financial condition.
Changes in the IT industry and/or rapid changes in product standards may result in substantial inventory
obsolescence and may reduce demand for the IT hardware, software and services we sell. Our results of operations are
influenced by a variety of factors, including the condition of the IT industry, shifts in demand for, or availability of, IT
hardware, software, peripherals and services, and industry introductions of new products, upgrades or methods of
distribution. The IT industry is characterized by rapid technological change and the frequent introduction of new
products, product enhancements and new distribution methods or channels, each of which can decrease demand for
current products or render them obsolete. Net sales can be dependent on demand for specific product categories, and any
change in demand for or supply of such products could have a material adverse effect on our net sales and/or cause us to
record write-downs of obsolete inventory, if we fail to react in a timely manner to such changes. In addition, in order to
satisfy client demand, protect ourselves against product shortages, obtain greater purchasing discounts and react to
changes in original equipment manufacturers’ terms and conditions, we may decide to carry inventory products that may
have limited or no return privileges. There can be no assurance that we will be able to avoid losses related to inventory
obsolescence on these products.
The failure to comply with the terms and conditions of our commercial and public sector contracts could result
in, among other things, fines or other liabilities. Sales to commercial clients are based on stated contract terms or terms
contained in purchase orders on a transaction by transaction basis. Sales to public sector clients are derived from sales to
federal, state and local governmental departments and agencies, as well as to educational institutions, through open
market sales and various contracts and programs. Noncompliance with contract terms, particularly in the highly
regulated public sector business, or with government procurement regulations could result in damage awards against us
or termination of contracts, and, in the public sector, could also result in civil, criminal, and administrative liability.
With respect to our public sector business, the government’s remedies may include suspension or debarment. In
addition, almost all of our contracts have default provisions, and substantially all of our contracts in the public sector are
terminable at any time for convenience of the contracting agency. The effect of any of these possible actions or the
adoption of new or modified procurement regulations or practices could materially adversely affect our business,
financial position and results of operations.
We are subject to stockholder litigation and regulatory proceedings related to the restatement of our consolidated
financial statements. In 2008, we identified errors in the Company’s accounting related to trade credits in prior periods
and determined that corrections to our consolidated financial statements were required to reverse material prior period
reductions of costs of goods sold and selling and administrative expenses because of the incorrect releases of certain
aged trade credits.
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Our internal review and related activities have required the Company to incur substantial expenses for legal,
accounting, tax and other professional services, and ongoing litigation could require further, significant expenditures and
could harm our business, reputation, financial condition, results of operations and cash flows. Further, if the Company is
subject to adverse findings in litigation, regulatory proceedings or government enforcement actions, the Company could
be required to pay damages or penalties or have other remedies imposed, which could harm its business, reputation,
financial condition, results of operations and cash flows.
For a discussion of legal proceedings, see Note 16 to the Consolidated Financial Statements in Part II, Item 8 of this
report.
We have outstanding debt and may need to refinance that debt and/or incur additional debt in the future, and
general economic conditions and continued volatility in the credit markets could limit our ability to obtain such
financing or could increase the cost of financing. Our credit facilities include a five-year $300.0 million senior
revolving credit facility, a $150.0 million accounts receivable securitization financing facility (the “ABS facility”), and a
$150.0 million inventory financing facility. As of December 31, 2010, we had $92.6 million of outstanding
indebtedness, of which $90.0 million was borrowed under our senior revolving credit facility and $2.6 million was
outstanding under a capital lease obligation. As of the end of fiscal 2010, the following amounts were available under
our credit facilities, subject to the limitations discussed below:
(cid:2)
(cid:2)
(cid:2)
$210.0 million under our senior revolving credit facility;
$150.0 million under our accounts receivable securitization financing facility; and
$14.9 million under our inventory financing facility.
Our consolidated debt balance that can be outstanding at the end of any fiscal quarter under our senior revolving
credit facility and our ABS facility is limited by certain financial covenants, particularly a maximum leverage ratio. The
maximum leverage ratio is calculated as aggregate debt outstanding divided by the sum of the Company’s trailing twelve
month net earnings plus (i) interest expense, less non-cash imputed interest on our inventory financing facility, (ii)
income tax expense, (iii) depreciation and amortization and (iv) non-cash stock-based compensation (referred to herein
as “adjusted earnings”). The maximum leverage ratio permitted under the agreements was 2.50 times the Company’s
trailing twelve-month adjusted earnings as of December 31, 2010. A significant drop in adjusted earnings would limit
the amount of indebtedness that could be outstanding at the end of any fiscal quarter, to a level that would be below the
Company’s consolidated maximum debt capacity. As a result of this limitation, of the $450.0 million of aggregate
maximum debt capacity available under our senior revolving credit facility and our ABS facility, the Company’s debt
balance that could have been outstanding as of December 31, 2010 was limited to $414.1 million based on 2.50 times the
Company’s trailing twelve-month adjusted earnings.
Our borrowing capacity under our ABS facility is limited by the value and quality of the accounts receivable under
the facility. While the ABS facility has a stated maximum amount of $150.0 million, the actual availability under the
facility is limited by the quantity and quality of the underlying accounts receivable. As of December 31, 2010, the full
$150.0 million was available.
Our senior revolving credit facility, ABS facility and inventory financing facility all mature on April 1, 2013. We
may not be able to refinance our debt without a significant increase in cost, or at all, and there can be no assurance that
additional lines of credit or financing instruments will be available to us. A lack, or high cost, of credit could limit our
ability to: obtain additional financing for working capital, capital expenditures, debt service requirements, acquisitions or
other purposes in the future, as needed; plan for, or react to, changes in technology and in our business and competition;
and react in the event of a further economic downturn.
We can provide no assurance that we will continue to be able to meet our capital requirements, particularly if current
market or economic conditions continue or deteriorate further. The future effects on our business, liquidity and financial
results of these conditions could be material and adverse to us, both in ways described above and in other ways that we
do not currently foresee.
Failure to adequately maintain the security of our electronic and other confidential information could materially
adversely affect our financial condition and results of operations. We are dependent upon automated information
technology processes. Privacy, security, and compliance concerns have continued to increase as technology has evolved
to facilitate commerce. As part of our normal business activities, we collect and store certain confidential information,
including personal information with respect to clients and teammates. We may share some of this information with
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vendors who assist us with certain aspects of our business. Moreover, the success of our operations depends upon the
secure transmission of confidential and personal data over public networks, including the use of cashless payments. Any
failure on the part of us or our vendors to maintain the security of our confidential data and our teammates’ and clients’
personal information, including via the penetration of our network security and the misappropriation of confidential and
personal information, could result in business disruption, damage to our reputation, financial obligations to third parties,
fines, penalties, regulatory proceedings and private litigation with potentially large costs, and also result in deterioration
in our teammates’ and clients’ confidence in us and other competitive disadvantages, and thus could have a material
adverse impact on our business, financial condition and results of operations.
Our net sales and gross profit have historically varied, making our future operating results less predictable. Our
operating results are highly dependent upon our level of gross profit as a percentage of net sales, which fluctuates due to
numerous factors, including changes in prices from partners, changes in the amount and timing of partner funding,
volumes of purchases, changes in client mix, the relative mix of products sold during the period, general competitive
conditions, and strategic product and services pricing and purchasing actions. In addition, our expense levels are based,
in part, on anticipated net sales and the anticipated amount and timing of partner funding. Therefore, we may not be able
to reduce spending quickly enough to compensate for any unexpected net sales shortfall, and any such inability could
have a material adverse effect on our business, results of operations and financial condition.
In addition, a reduction in the amount of credit granted to us by our partners could increase our need for and cost of
working capital and have a material adverse effect on our business, results of operations and financial condition.
There are risks associated with our international operations that are different than the risks associated with our
operations in the United States, and our exposure to the risks of a global market could hinder our ability to maintain
and expand international operations. We have operation centers in Australia, Canada, Germany, France, the U.S., and
the United Kingdom, as well as sales offices in Austria, Australia, Belgium, Canada, China, Denmark, France, Germany,
Hong Kong, Italy, the Netherlands, Russia, Singapore, Spain, Sweden, Switzerland, the United Kingdom and the U.S.,
and sales presence in Finland, New Zealand, Norway and Portugal. In the regions in which we do not currently have a
physical presence, such as Africa, Japan and India, we serve our clients through strategic relationships. In implementing
our international strategy, we may face barriers to entry and competition from local companies and other companies that
already have established global businesses, as well as the risks generally associated with conducting business
internationally. The success and profitability of international operations are subject to numerous risks and uncertainties,
many of which are outside of our control, such as:
political or economic instability;
changes in governmental regulation or taxation;
currency exchange fluctuations;
changes in import/export laws, regulations and customs and duties;
trade restrictions;
difficulties and costs of staffing and managing operations in certain foreign countries;
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2) work stoppages or other changes in labor conditions;
(cid:2)
(cid:2)
(cid:2)
taxes and other restrictions on repatriating foreign profits back to the U.S.;
extended payment terms; and
seasonal reductions in business activity in some parts of the world.
In addition, until a payment history is established with clients in a new region, the likelihood of collecting
receivables generated by such operations, on a timely basis or at all, could be less than in established markets. As a
result, there is a greater risk that reserves established with respect to the collection of such receivables may be
inadequate. Furthermore, changes in policies and/or laws of the U.S. or foreign governments resulting in, among other
changes, higher taxation, tariffs or similar protectionist laws, currency conversion limitations or the nationalization of
private enterprises could reduce the anticipated benefits of international operations. Any actions by countries in which
we conduct business to reverse policies that encourage foreign trade could have a material adverse effect on our results
of operations and financial condition.
We have currency exposure arising from both sales and purchases denominated in foreign currencies, including
intercompany transactions outside the U.S. Changes in exchange rates between foreign currencies and the U.S. dollar, or
between foreign currencies, may adversely affect our operating margins. For example, if these foreign currencies
appreciate against the U.S. dollar, it will become more expensive in U.S. dollars to pay expenses with foreign
currencies. In addition, currency devaluation against the U.S. dollar can result in a loss to us if we hold deposits
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denominated in the devalued currency. We currently conduct limited hedging activities, and, to the extent not hedged,
we are vulnerable to the effects of currency exchange-rate fluctuations. In addition, some currencies are subject to
limitations on conversion into other currencies, which can limit the ability to otherwise react to rapid foreign currency
devaluations. We cannot predict with precision the effect of future exchange-rate fluctuations on business and operating
results, and significant rate fluctuations could have a material adverse effect on results of operations and financial
condition.
International operations also expose us to currency fluctuations as we translate the financial statements of our
foreign operations to U.S. dollars.
Changes in, interpretations of, or enforcement trends related to, tax rules and regulations may adversely affect
our effective income tax rates or operating margins and we may be required to pay additional tax assessments. We
conduct business globally and file income tax returns in various U.S. and foreign tax jurisdictions. Our effective tax rate
could be adversely affected by various factors, many of which are outside of our control, including:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
changes in pre-tax income in various jurisdictions in which we operate that have differing statutory tax rates;
higher corporate tax rates in the U.S. and elsewhere;
changes in tax laws, regulations, and/or interpretations of such tax laws in multiple jurisdictions;
tax effects related to purchase accounting for acquisitions; and
resolutions of issues arising from tax examinations and any related interest or penalties.
The determination of our worldwide provision for income taxes and other tax liabilities requires estimation,
judgment and calculations in situations where the ultimate tax determination may not be certain. Our determination of
tax liabilities is always subject to review or examination by tax authorities in various jurisdictions. Any adverse outcome
of such review or examination could have a negative impact on our operating results and financial condition. The results
from various tax examinations and audits may differ from the liabilities recorded in our financial statements and may
adversely affect our financial results and cash flows.
We depend on certain key personnel. Our future success will be largely dependent on the efforts of key
management teammates. The loss of one or more of these leaders could have a material adverse effect on our business,
results of operations and financial condition. We cannot offer assurance that we will be able to continue to attract or
retain highly qualified executive personnel or that any such executive personnel will be able to increase stockholder
value. We also believe that our future success will be largely dependent on our continued ability to attract and retain
highly qualified management, sales, service and technical teammates, but we cannot offer assurance that we will be able
to attract and retain such personnel. Further, we make a significant investment in the training of our sales account
executives and services engineers. Our inability to retain such personnel or to train them either rapidly enough to meet
our expanding needs or in an effective manner for quickly changing market conditions could cause a decrease in the
overall quality and efficiency of our sales teammates, which could have a material adverse effect on our business, results
of operations and financial condition.
We may not be able to protect our intellectual property adequately, and we may be subject to intellectual property
infringement claims. To protect our intellectual property, we rely on copyright and trademark laws, unpatented
proprietary know-how, and trade secrets and patents, as well as confidentiality, invention assignment, non-solicitation
and non-competition agreements. There can be no assurance that these measures will afford us sufficient protection of
our intellectual property, and it is possible that third parties may copy or otherwise obtain and use our proprietary
information without authorization or otherwise infringe on our intellectual property rights. The disclosure of our trade
secrets could impair our competitive position and could have a material adverse effect on our business relationships,
results of operations, financial condition and future growth prospects. In addition, our registered trademarks and trade
names are subject to challenge by other rights owners. This may affect our ability to continue using those marks and
names. Likewise, many businesses are actively investing in, developing and seeking protection for intellectual property
in the areas of search, indexing, e-commerce and other Web-related technologies, as well as a variety of on-line business
models and methods, all of which are in addition to traditional research and development efforts for IT products and
application software. As a result, disputes regarding the ownership of these technologies are likely to arise in the future,
and, from time to time, parties do assert various infringement claims against us, either because of our practices or
because we resell allegedly infringing software, in the form of cease-and-desist letters, licensing inquiries, lawsuits and
other communications and demands. If there is a determination that we have infringed the proprietary rights of others,
we could incur substantial monetary liability, be forced to stop selling infringing products or providing infringing
services, be required to enter into costly royalty or licensing agreements, if available, or be prevented from using the
15
INSIGHT ENTERPRISES, INC.
rights, which could force us to change our business practices or hardware, software or services offerings in the future.
Additionally, as we increase the geographic scope of our operations and the types of services provided under the Insight
brand, there is a greater likelihood that we will encounter challenges to our trade names, trademarks and service marks.
We may not be able to use our principal mark without modification in all geographies for all of our offerings, and these
challenges may come from either governmental agencies or other market participants. These types of claims could have
a material adverse effect on our business, results of operations and financial condition.
Some anti-takeover provisions contained in our certificate of incorporation, bylaws and stockholders rights
agreement, as well as provisions of Delaware law and executive employment contracts, could impair a takeover
attempt. We have provisions in our certificate of incorporation and bylaws which could have the effect (separately, or in
combination) of rendering more difficult or discouraging an acquisition deemed undesirable by our Board of Directors.
These include provisions:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
authorizing blank check preferred stock, which could be issued with voting, liquidation, dividend and other
rights superior to our common stock;
limiting the liability of, and providing indemnification to, directors and officers;
limiting the ability of our stockholders to call special meetings;
requiring advance notice of stockholder proposals for business to be conducted at meetings of our stockholders
and for nominations of candidates for election to our Board of Directors;
controlling the procedures for conduct of Board and stockholder meetings and election and removal of
directors; and
specifying that stockholders may take action only at a duly called annual or special meeting of stockholders.
These provisions, alone or together, could deter or delay hostile takeovers, proxy contests and changes in control or
management. As a Delaware corporation, we are also subject to provisions of Delaware law, including Section 203 of
the Delaware General Corporation Law, which prevents some stockholders from engaging in certain business
combinations without approval of the holders of substantially all of our outstanding common stock.
Our bylaws provide that the Company will seek stockholder approval prior to its adoption of any stockholder rights
plan, unless the Board, in the exercise of its fiduciary duties, determines that, under the circumstances existing at the
time, it is in the best interest of our stockholders to adopt or extend a stockholder rights plan without delay. The
amendment further provides that a stockholder rights plan adopted or extended by the Board without prior stockholder
approval must provide that it will expire unless ratified by the stockholders of the Company within one year of adoption.
Despite these bylaw provisions, we could adopt a stockholder rights plan for a limited period of time, and such a plan
could have the effect of delaying or deterring a change of control that could limit the opportunity for stockholders to
receive a premium for their shares.
Additionally, we have employment agreements with certain officers and management teammates under which
severance payments would become payable in the event of specified terminations without cause or terminations under
certain circumstances after a change in control. If such persons were terminated without cause or under certain
circumstances after a change of control, and the severance payments under the current employment agreements were to
become payable, the severance payments would generally range from three months of a teammate’s annual salary up to
two times the teammate’s annual salary and bonus.
Any provision of our certificate of incorporation, bylaws, employment agreements or Delaware law that has the
effect of delaying or deterring a change in control could limit the opportunity for our stockholders to receive a premium
for their shares of our common stock and also could affect the price that some investors are willing to pay for our
common stock.
Sales of additional common stock and securities convertible into our common stock may dilute the voting power
of current holders. We may issue equity securities in the future whose terms and rights are superior to those of our
common stock. Our certificate of incorporation authorizes the issuance of up to 3,000,000 shares of preferred stock.
These are “blank check” preferred shares, meaning that our Board of Directors is authorized, from time to time, to issue
the shares and designate their voting, conversion and other rights, including rights superior, or preferential, to rights of
already outstanding shares, all without stockholder consent. No preferred shares are outstanding, and we currently do
not intend to issue any shares of preferred stock. Any shares of preferred stock that may be issued in the future could be
given voting and conversion rights that could dilute the voting power and equity of existing holders of shares of common
stock and have preferences over shares of common stock with respect to dividends and liquidation rights.
16
INSIGHT ENTERPRISES, INC.
Item 1B. Unresolved Staff Comments
None.
Item 2. Properties
Our principal executive offices are located at 6820 South Harl Avenue, Tempe, Arizona 85283. We believe that our
facilities will be suitable and adequate for our present purposes, and we anticipate that we will be able to extend our
existing leases on terms satisfactory to us or, if necessary, to locate substitute facilities on acceptable terms. At
December 31, 2010, we owned or leased a total of approximately 1.3 million square feet of office and warehouse space,
and, while approximately 70% of the square footage is in the United States, we own or lease office and warehouse
facilities in 12 countries in EMEA and we lease office facilities in four countries in APAC.
Information about significant sales, distribution, services and administration facilities in use as of December 31,
2010 is summarized in the following table:
Operating Segment Location
Headquarters
Tempe, Arizona, USA
North America
EMEA
Tempe, Arizona, USA
Tempe, Arizona, USA
Tempe, Arizona, USA
Bloomingdale, Illinois, USA
Hanover Park, Illinois, USA
Plano, Texas, USA
Liberty Lake, Washington, USA
Tampa, Florida, USA
Winnipeg, Manitoba, Canada
Montreal, Quebec, Canada
Mississauga, Ontario, Canada
Montreal, Quebec, Canada
Sheffield, United Kingdom
Sheffield, United Kingdom
Uxbridge, United Kingdom
Munich, Germany
Paris, France
Primary Activities
Executive Offices, Sales and
Administration
Sales and Administration
Administration
Network Operations Center
Sales and Administration
Services, Distribution and
Administration
Sales and Administration
Sales and Administration
Sales and Administration
Sales and Administration
Sales and Administration
Sales and Administration
Distribution
Sales and Administration
Distribution
Sales and Administration
Sales and Administration
Sales and Administration
Own or Lease
Own
Own
Own
Lease
Own
Lease
Lease
Lease
Lease
Lease
Own
Lease
Lease
Own
Lease
Lease
Lease
Lease
APAC
Sydney, New South Wales, Australia Sales and Administration
Lease
In addition to those listed above, we have leased sales offices in various cities across North America, EMEA and
APAC. For additional information on operating leases, see Note 8 to the Consolidated Financial Statements in Part II,
Item 8 of this report. These properties are not included in the table above. A portion of the administration facilities that
we own in Tempe, Arizona included in the table above is currently leased to Direct Alliance Corporation, a discontinued
operation that was sold to a third party in 2006.
Item 3. Legal Proceedings
For a discussion of legal proceedings, see Note 16 to the Consolidated Financial Statements in Part II, Item 8 of this
report. For an additional discussion of certain risks associated with legal proceedings, see “Risk Factors – We are
subject to stockholder litigation and regulatory proceedings related to the restatement of our consolidated financial
statements,” in Part I, Item 1A of this report.
Item 4. (Removed and Reserved)
17
INSIGHT ENTERPRISES, INC.
PART II
Item 5. Market for Registrant’s Common Equity, Related Stockholder Matters and Issuer Purchases of
Equity Securities
Market Information
Our common stock trades under the symbol “NSIT” on The Nasdaq Global Select Market. The following table
shows, for the calendar quarters indicated, the high and low sales price per share for our common stock as reported on
the Nasdaq Global Select Market.
Common Stock
Year 2010
Fourth Quarter ..................................................................
Third Quarter ....................................................................
Second Quarter .................................................................
First Quarter ......................................................................
Year 2009
High Price
$16.66
16.01
16.27
14.84
Fourth Quarter ..................................................................
Third Quarter ....................................................................
Second Quarter .................................................................
First Quarter ......................................................................
$14.00
12.43
9.80
7.20
Low Price
$12.61
12.37
13.16
11.47
$10.14
8.44
3.41
2.06
As of February 18, 2011, we had 46,358,895 shares of common stock outstanding held by approximately 90
stockholders of record. This figure does not include an estimate of the number of beneficial holders whose shares are
held of record by brokerage firms and clearing agencies.
We have never paid a cash dividend on our common stock. We currently intend to reinvest all of our earnings into
our business and do not intend to pay any cash dividends in the foreseeable future. Our senior revolving credit facility
contains restrictions on the payment of cash dividends.
Issuer Purchases of Equity Securities
Although we did not repurchase shares of our common stock during the year ended December 31, 2010, we have
repurchased shares of our common stock in the past and may consider doing so again in the foreseeable future.
Additional information about our share repurchase programs can be found in Note 15 to the Consolidated Financial
Statements in Part II, Item 8 of this report and is incorporated by reference herein.
18
INSIGHT ENTERPRISES, INC.
Stock Price Performance Graph
Set forth below is a graph comparing the percentage change in the cumulative total stockholder return on our common
stock with the cumulative total return of the Nasdaq Stock Market U.S. Companies (Market Index) and the Nasdaq Retail
Trade Stocks (Peer Index) for the period starting January 1, 2006 and ending December 31, 2010. The graph assumes that
$100 was invested on January 1, 2006 in our common stock and in each of the two Nasdaq indices, and that, as to such
indices, dividends were reinvested. We have not, since our inception, paid any cash dividends on our common stock.
Historical stock price performance shown on the graph is not necessarily indicative of future price performance.
NSIT
Market Index
Peer Index
$150
$125
$100
$75
$50
$25
$0
Jan. 1, 2006 Dec. 31,
2006
Dec. 31,
2007
Dec. 31,
2008
Dec. 31,
2009
Dec. 31,
2010
Insight Enterprises, Inc.
Common Stock (NSIT)
Nasdaq Stock Market U.S.
Companies (Market Index)
Nasdaq Retail Trade Stocks
(Peer Index)
Jan. 1,
2006
Dec. 31,
2006
Dec.31,
2007
Dec. 31,
2008
Dec. 31,
2009
Dec. 31,
2010
100.00
95.35
92.17
34.87
57.71
66.50
100.00
109.84
119.14
57.41
82.53
97.95
100.00
109.21
99.37
69.33
96.31
120.63
19
INSIGHT ENTERPRISES, INC.
Item 6. Selected Financial Data
The following selected consolidated financial data should be read in conjunction with our Consolidated Financial
Statements and the Notes thereto in Part II, Item 8 and “Management’s Discussion and Analysis of Financial Condition
and Results of Operations” in Part II, Item 7 of this report. The selected consolidated financial data presented below
under the captions “Consolidated Statements of Operations Data” and “Consolidated Balance Sheet Data” as of and for
each of the years in the five-year period ended December 31, 2010 is derived from our audited consolidated financial
statements. The consolidated financial statements as of December 31, 2010 and 2009, and for each of the years in the
three-year period ended December 31, 2010, which have been audited by KPMG LLP, our independent registered public
accounting firm, are included in Part II, Item 8 of this report.
2010
Consolidated Statements of Operations Data (1)
Net sales ..................................................................... $ 4,809,930
Costs of goods sold .................................................... 4,163,833
646,097
Gross profit ..........................................................
Operating expenses:
Selling and administrative expenses ........................
Goodwill impairment ...............................................
Severance and restructuring expenses ......................
Earnings (loss) from operations ...........................
Non-operating (income) expense:
Interest income .........................................................
Interest expense .......................................................
Net foreign currency exchange loss (gain) ...............
Other expense, net ....................................................
Earnings (loss) from continuing operations
519,065
-
2,956
124,076
(714)
7,677
522
1,417
before income taxes .........................................
Income tax expense (benefit) .....................................
Net earnings (loss) from continuing operations ...
Earnings from discontinued operations, net of
taxes (2) ...............................................................
Net earnings (loss) ..................................................... $
115,174
39,689
75,485
-
75,485
Net earnings (loss) per share - Basic:
Net earnings (loss) from continuing operations ... $
Net earnings from discontinued operations (2) ........
Net earnings (loss) per share ................................ $
Net earnings (loss) per share - Diluted:
Net earnings (loss) from continuing operations ... $
Net earnings from discontinued operations (2) ........
Net earnings (loss) per share ................................ $
1.63
-
1.63
1.61
-
1.61
Years Ended December 31,
2008
2009
(in thousands, except per share data)
2007
2006
$ 4,136,905
3,568,291
568,614
$ 4,825,489
4,161,906
663,583
$ 4,805,474
4,146,848
658,626
$ 3,599,937
3,133,751
466,186
502,102
-
13,608
52,904
(424)
10,790
(328)
1,123
41,743
10,970
30,773
2,801
33,574
561,987
397,247
8,595
(304,246)
(2,387)
13,479
9,629
1,107
(326,074)
(86,347)
(239,727)
-
$ (239,727)
$
542,322
-
2,595
113,709
(2,078)
12,852
(3,887)
1,531
105,291
40,686
64,605
4,151
68,756
0.67
0.06
0.73
0.67
0.06
0.73
$
$
$
$
(5.15)
-
(5.15)
(5.15)
-
(5.15)
$
$
$
$
1.32
0.08
1.40
1.29
0.08
1.37
376,722
-
729
88,735
(4,355)
5,985
(1,135)
901
87,339
30,882
56,457
13,084
69,541
1.17
0.27
1.44
1.15
0.27
1.42
$
$
$
$
$
$
$
$
$
$
Shares used in per share calculations:
Basic ....................................................................
Diluted .................................................................
46,218
46,812
45,838
46,271
46,573
46,573
49,055
50,120
48,373
49,006
20
INSIGHT ENTERPRISES, INC.
2010
2009
December 31,
2008
(in thousands)
2007
2006
Consolidated Balance Sheet Data
Working capital ........................................................ $ 352,182
Total assets ............................................................... 1,803,283
Short-term debt ..........................................................
997
91,619
Long-term debt .........................................................
Stockholders’ equity ..................................................
544,971
Cash dividends declared per common share ..............
-
$ 297,485
1,603,321
875
149,349
467,574
-
$ 318,867
1,607,503
-
228,000
421,968
-
$ 418,474
1,890,730
15,000
187,250
741,738
-
$ 383,483
1,800,758
30,000
224,250
663,629
-
(1) Our consolidated statements of operations data above includes results of the acquisitions from their dates of acquisition: MINX
from July 10, 2008; Calence from April 1, 2008; and Software Spectrum from September 7, 2006.
(2) Earnings from Discontinued Operations. During the year ended December 31, 2009, we recorded earnings from a discontinued
operation of $4.5 million, $2.8 million net of tax, as a result of the favorable settlement on July 7, 2009 of an arbitrated claim
related to the sale of Direct Alliance, a former subsidiary that was sold on June 30, 2006. During the year ended December 31,
2007, we sold PC Wholesale, a division of our North America operating segment. During the year ended December 31, 2006, we
sold Direct Alliance, a business process outsourcing provider in the U.S. Accordingly, we have accounted for these entities as
discontinued operations and have reported their results of operations as discontinued operations in the Consolidated Statements of
Operations. Included in earnings from discontinued operations for the years ended December 31, 2007 and 2006 are the gain on the
sale of PC Wholesale of $5.6 million, $3.4 million net of taxes, and the gain on the sale of Direct Alliance of $14.9 million, $9.0
million net of taxes, respectively.
21
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS
Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations
The following discussion and analysis of our financial condition and results of our operations should be read in
conjunction with the Consolidated Financial Statements and notes thereto included in Part II, Item 8 of this report. Our
actual results could differ materially from those contained in forward-looking statements due to a number of factors,
including those discussed in “Risk Factors” in Part I, Item 1A and elsewhere in this report.
Overview
We are a leading provider of information technology (“IT”) hardware, software and services to small, medium and
large businesses and public sector clients in North America, Europe, the Middle East, Africa and Asia-Pacific.
Currently, our offerings in North America and the United Kingdom include IT hardware, software and services. Our
offerings in the remainder of our EMEA segment and in APAC currently only include software and select software-related
services.
Our strategic vision is to be the trusted advisor to our clients, helping them enhance their business performance
through innovative technology solutions. Our strategy is to grow profitable market share through the continued
transformation of Insight into a complete IT solutions company, differentiating us in the marketplace and giving us a
competitive advantage.
On a consolidated basis, for the year ended December 31, 2010, our net sales and resulting gross profit increased by
16% and 14%, respectively, while gross margin declined 30 basis points to 13.4%. Net sales for the year ended
December 31, 2010 compared to the year ended December 31, 2009 increased 18% in North America, 14% in EMEA
and 10% in APAC. Net sales in 2010 returned to pre-recessionary levels with a margin decline resulting from a change
in mix of our business to a higher contribution from lower margin hardware and software sales and a lower contribution
from higher margin sales of services. We reported net earnings from continuing operations of $75.5 million and diluted
net earnings from continuing operations per share of $1.61 for the year ended December 31, 2010. In 2009, we reported
net earnings from continuing operations of $30.8 million and diluted net earnings from continuing operations per share
of $0.67 and net earnings from a discontinued operation of $2.8 million, net of tax, or $0.06 per share, as a result of the
favorable settlement on July 7, 2009 of an arbitrated claim related to the sale of Direct Alliance, a former subsidiary that
was sold on June 30, 2006. In 2008, we reported a net loss from continuing operations of $239.7 million and a diluted
net loss from continuing operations per share of $5.15 for the year, primarily as a result of a $397.2 million goodwill
impairment charge.
The results of operations for the year ended December 31, 2010 include the following items:
(cid:2)
(cid:2)
severance and restructuring expenses of $3.0 million, $1.9 million net of tax; and
a tax benefit of $1.6 million related to the recapitalization of one of our foreign subsidiaries.
The results of operations for the year ended December 31, 2009 include the effect of the following items:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
(cid:2)
severance and restructuring expenses of $13.6 million, $8.8 million net of tax;
professional fees and costs associated with the trade credits restatement remediation and related
litigation of $8.3 million, $5.1 million net of tax, and interest expense related to our anticipated
unclaimed property settlement under two state programs of $2.0 million, $1.2 million net of tax;
a non-cash charge related to the termination of an equity incentive compensation plan of $5.5 million,
$3.5 million net of tax;
a tax benefit of $3.3 million related to a recapitalization of one of our foreign subsidiaries and the
true-up of certain foreign tax assets;
a $1.5 million tax benefit from the true-up of foreign tax credits after filing the Company’s 2008 U.S.
federal tax return and the recognition of certain tax benefits from the settlement of audits; and
a tax charge related to the remeasurement of certain deferred tax assets of $600,000.
22
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
The results of operations for the year ended December 31, 2008 include the effect of the following items:
(cid:2)
(cid:2)
(cid:2)
(cid:2)
goodwill impairment charge of $397.2 million, $276.7 million net of tax;
foreign currency losses of $9.6 million, $6.6 million net of tax;
severance and restructuring expenses of $8.6 million, $5.7 million net of tax; and
foreign tax credit impairment of $8.7 million.
Net of tax amounts referenced above were computed using the effective tax rate for the taxing jurisdictions in the
operating segment in which the related expense was recorded. The majority of the 2008 goodwill impairment charges in
EMEA and APAC were non-deductible and therefore had no tax effect.
During 2010, we generated $98.2 million of cash flows from operations, which were net of cash outlays of $25.8
million in 2010 to settle trade credit liabilities as part of our compliance with state unclaimed property laws, and paid
down our revolving credit facility by $57.0 million, ending the year with $123.8 million of cash and cash equivalents and
$90.0 million of debt outstanding under our revolving credit facility.
On July 10, 2008, we acquired MINX Limited (“MINX”), a United Kingdom-based networking services company,
for a cash purchase price of approximately $1.5 million and the assumption of approximately $3.9 million of existing
debt. Founded in 2002, MINX is a network integrator with Cisco Gold Partner accreditation in the United Kingdom.
We believe this acquisition has significantly enhanced our capabilities in the sale, implementation and management of
network infrastructure services and solutions in our EMEA operating segment and complements our April 1, 2008
acquisition of Calence in our North America operating segment.
On April 1, 2008, we completed the acquisition of Calence, LLC (“Calence”), an independent technology solutions
provider in the United States specializing in Cisco networking solutions, advanced communications and managed
services, for a cash purchase price of $125.0 million plus a working capital adjustment of approximately $3.6 million.
During the year ended December 31, 2010, 2009 and 2008, we recorded an additional $645,000, $15.8 million and $10.4
million, respectively, of purchase price consideration and the related accrued interest thereon as a result of Calence
achieving certain performance targets during each year. Such amounts were recorded as additional goodwill. See
discussion relating to goodwill in Note 3 to the Consolidated Financial Statements in Part II, Item 8 of this report. We
also assumed Calence’s existing debt totaling approximately $7.3 million, of which $7.1 million was repaid by us at
closing in 2008.
As we have previously disclosed, the Company’s largest software partner has informed resellers that it intends to
change certain elements of its channel incentive programs effective in late 2011, and those changes could adversely
affect the Company’s results of operations, primarily beginning in 2012. We currently expect the financial effect to be
immaterial to our financial performance in 2011. Additional details of the new programs have recently been announced
and as a result, we now expect the full year 2012 effect to be a reduction of gross profit of between $5 and $10 million.
Our discussion and analysis of financial condition and results of operations is intended to assist in the understanding
of our consolidated financial statements, the changes in certain key items in those consolidated financial statements from
year to year and the primary factors that contributed to those changes, as well as how certain critical accounting
estimates affect our Consolidated Financial Statements.
Critical Accounting Estimates
General
Our consolidated financial statements have been prepared in accordance with U.S. generally accepted accounting
principles (“GAAP”). For a summary of significant accounting policies, see Note 1 to the Consolidated Financial
Statements in Part II, Item 8 of this report. The preparation of these consolidated financial statements requires us to
make estimates and assumptions that affect the reported amounts of assets, liabilities, net sales and expenses. We base
our estimates on historical experience and on various other assumptions that we believe to be reasonable under the
circumstances, the results of which form the basis for making judgments about the carrying values of assets and
liabilities that are not readily apparent from other sources. Actual results, however, may differ from estimates we have
made. Members of our senior management have discussed the critical accounting estimates and related disclosures with
the Audit Committee of our Board of Directors.
23
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
We consider the following to be our critical accounting estimates used in the preparation of our Consolidated
Financial Statements:
Sales Recognition
Sales are recognized when title and risk of loss are passed to the client, there is persuasive evidence of an arrangement
for sale, delivery has occurred and/or services have been rendered, the sales price is fixed or determinable and collectibility
is reasonably assured. Our usual sales terms are F.O.B. shipping point or equivalent, at which time title and risk of loss
have passed to the client. However, because we either (i) have a general practice of covering client losses while products
are in transit despite title and risk of loss contractually transferring at the point of shipment or (ii) have specifically stated
F.O.B. destination contractual terms with the client, delivery is not deemed to have occurred until the point in time when the
product is received by the client.
We make provisions for estimated product returns that we expect to occur under our return policy based upon historical
return rates. Our manufacturers warrant most of the products we market, and it is our policy to request that clients return
their defective products directly to the manufacturer for warranty service. On selected products, and for selected client
service reasons, we may accept returns directly from the client and then either credit the client or ship a replacement
product. We generally offer a limited 15- to 30-day return policy for unopened products and certain opened products,
which are consistent with manufacturers’ terms; however, for some products we may charge restocking fees. Products
returned opened are processed and returned to the manufacturer or partner for repair, replacement or credit to us. We
resell most unopened products returned to us. Products that cannot be returned to the manufacturer for warranty
processing but are in working condition are sold to inventory liquidators, to end users as “previously sold” or “used”
products, or through other channels to reduce our losses from returned products.
We record freight billed to our clients as net sales and the related freight costs as costs of goods sold. We report
sales net of any sales-based taxes assessed by governmental authorities that are imposed on and concurrent with sales
transactions.
Revenue is recognized from software sales when clients acquire the right to use or copy software under license, but in
no case prior to the commencement of the term of the initial software license agreement, provided that all other revenue
recognition criteria have been met (i.e., delivery, evidence of the arrangement exists, the fee is fixed or determinable and
collectibility of the fee is probable).
From time to time, the sale of hardware and software products may also include the provision of services and the
associated contracts contain multiple elements or non-standard terms and conditions. Sales of services currently represent a
small percentage of our net sales, and a significant amount of services that are performed in conjunction with hardware and
software sales are completed in our facilities prior to shipment of the product. In these circumstances, net sales for the
hardware, software and services are recognized upon delivery. Net sales of services that are performed at client locations
are often service-only contracts and are recorded as sales when the services are performed and completed. If the service
is performed at a client location in conjunction with a hardware, software or other services sale, we recognize net sales
for delivered items only when all of the following criteria are satisfied:
(cid:2)
(cid:2)
(cid:2)
the delivered item(s) has value to the client on a stand-alone basis;
there is objective and reliable evidence of the fair value of the undelivered item(s); and
if the arrangement includes a general right of return relative to the delivered item, delivery or performance of
the undelivered item(s) is considered probable and substantially in our control.
We sell certain third-party service contracts and software assurance or subscription products for which we are not
the primary obligor. These sales do not meet the criteria for gross sales recognition and, thus, are recorded on a net sales
recognition basis. As we enter into contracts with third-party service providers or vendors, we evaluate whether the
subsequent sales of such services should be recorded as gross sales or net sales. We determine whether we act as a
principal in the transaction and assume the risks and rewards of ownership or if we are simply acting as an agent or
broker. Under gross sales recognition, the entire selling price is recorded in sales and our cost to the third-party service
provider or vendor is recorded in costs of goods sold. Under net sales recognition, the cost to the third-party service
provider or vendor is recorded as a reduction to sales, resulting in net sales equal to the gross profit on the transaction,
and there are no costs of goods sold.
24
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Additionally, we sell certain professional services contracts on a fixed fee basis. Revenues for fixed fee professional
services contracts are recognized based on the ratio of costs incurred to total estimated costs. Net sales for these service
contracts are not a significant portion of our consolidated net sales.
Partner Funding
We receive payments and credits from partners, including consideration pursuant to volume sales incentive
programs, volume purchase incentive programs and shared marketing expense programs. Partner funding received
pursuant to volume sales incentive programs is recognized as it is earned as a reduction to costs of goods sold. Partner
funding received pursuant to volume purchase incentive programs is allocated as a reduction to inventories based on the
applicable incentives earned from each partner and is recorded in costs of goods sold as the inventory is sold. Changes
in estimates of anticipated achievement levels under individual partner programs may affect our results of operations and
our cash flows.
See Note 1 to the Consolidated Financial Statements in Part II, Item 8 of this report for further discussion of our
accounting policies related to partner funding.
Stock-Based Compensation
We recognize stock-based compensation net of an estimated forfeiture rate and only recognize compensation
expense for those shares expected to vest over the requisite service period of the award. Starting in 2006, we elected to
primarily issue service-based and performance-based restricted stock units (“RSUs”). The number of RSUs ultimately
awarded under performance-based RSUs varies based on whether we achieve certain financial results. We record
compensation expense each period based on our estimate of the most probable number of RSUs that will be issued under
the grants of performance-based RSUs. For any stock options awarded, modifications to previous awards or awards of
RSUs that are tied to specified market conditions, we use option pricing models or lattice (binomial) models to determine
fair value of the awards.
The estimated fair value of stock options is determined on the date of the grant using the Black-Scholes-Merton
(“Black-Scholes”) option-pricing model. The Black-Scholes model requires us to apply highly subjective assumptions,
including expected stock price volatility, expected life of the option and the risk-free interest rate. A change in one or
more of the assumptions used in the option-pricing model may result in a material change to the estimated fair value of
the stock-based compensation.
See Note 11 to the Consolidated Financial Statements in Part II, Item 8 of this report for further discussion of stock-
based compensation.
Allowance for Doubtful Accounts
Our allowance for doubtful accounts is determined using estimated losses on accounts receivable based on
evaluation of the aging of the receivables, historical write-offs and the current economic environment. Should our
clients’ or vendors’ circumstances change or actual collections of client and vendor receivables differ from our estimates,
adjustments to the provision for losses on accounts receivable and the related allowances for doubtful accounts would be
recorded. See further information on our allowance for doubtful accounts in Note 17 to the Consolidated Financial
Statements in Part II, Item 8 of this report.
Valuation of Long-Lived Assets Including Purchased Intangible Assets and Goodwill
We review property, plant and equipment and purchased intangible assets for impairment whenever events or
changes in circumstances indicate the carrying value of an asset may not be recoverable. If such events or changes in
circumstances indicate a possible impairment, our asset impairment review assesses the recoverability of the assets based
on the estimated undiscounted future cash flows expected to result from the use of the asset plus net proceeds expected
from disposition of the asset (if any) and compares that value to the carrying value. Such impairment test is based on the
lowest level for which identifiable cash flows are largely independent of the cash flows of other groups of assets and
liabilities. If the carrying value exceeds the future cash flows, an impairment loss is recognized for the difference
between fair value and the carrying amount. This approach uses our estimates of future market growth, forecasted net
sales and costs, expected periods the assets will be utilized and appropriate discount rates.
25
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
We perform an annual review of our goodwill in the fourth quarter of every year, or more frequently if indicators of
potential impairment exist, to determine if the carrying value of our recorded goodwill is impaired. We continually
assess whether any indicators of impairment exist, which requires a significant amount of judgment. Events or
circumstances that could trigger an impairment review include a significant adverse change in legal factors or in the
business climate, unanticipated competition, significant changes in the manner of our use of the acquired assets or the
strategy for our overall business, significant negative industry or economic trends, significant declines in our stock price
for a sustained period or significant underperformance relative to expected historical or projected future cash flows or
results of operations. Any adverse change in these factors, among others, could have a significant effect on the
recoverability of goodwill and could have a material effect on our consolidated financial statements.
The goodwill impairment test is performed at the reporting unit level. A reporting unit is an operating segment or
one level below an operating segment (referred to as a “component”). A component of an operating segment is a
reporting unit if the component constitutes a business for which discrete financial information is available and
management of the segment regularly reviews the operating results of that component. When two or more components
of an operating segment have similar economic characteristics, the components may be aggregated and deemed a single
reporting unit. An operating segment shall be deemed to be a reporting unit if all of its components are similar, if none
of its components is a reporting unit, or if the segment comprises only a single component. Insight has three reporting
units, which are equivalent to our operating segments.
The goodwill impairment test is a two step analysis. In testing for a potential impairment of goodwill, we first
compare the estimated fair value of each reporting unit in which the goodwill resides to its book value, including
goodwill. Management must apply judgment in determining the estimated fair value of our reporting units. Multiple
valuation techniques can be used to assess the fair value of the reporting unit, including the market and income
approaches. All of these techniques include the use of estimates and assumptions that are inherently uncertain. Changes
in these estimates and assumptions could materially affect the determination of fair value or goodwill impairment, or
both. These estimates and assumptions primarily include, but are not limited to, an appropriate control premium in
excess of the market capitalization of the Company, future market growth, forecasted sales and costs and appropriate
discount rates. Due to the inherent uncertainty involved in making these estimates, actual results could differ from those
estimates. Management evaluates the merits of each significant assumption, both individually and in the aggregate, used
to determine the fair value of the reporting units. If the estimated fair value exceeds book value, goodwill is considered
not to be impaired and no additional steps are necessary. To ensure the reasonableness of the estimated fair values of our
reporting units, we perform a reconciliation of our total market capitalization to the estimated fair value of all of our
reporting units.
If the fair value of the reporting unit is less than its book value, then we are required to perform the second step of
the impairment analysis by comparing the carrying amount of the goodwill with its implied fair value. In step two of the
analysis, we utilize the fair value of the reporting unit computed in the first step to perform a hypothetical purchase price
allocation to the fair value of the assets and liabilities of the reporting unit. The difference between the fair value of the
reporting unit calculated in step one and the fair value of the underlying assets and liabilities of the reporting unit is the
implied fair value of the reporting unit’s goodwill. Management must also apply judgment in determining the estimated
fair value of these individual assets and liabilities and may include independent valuations of certain internally generated
and unrecognized intangible assets, such as trademarks. Management also evaluates the merits of each significant
assumption, both individually and in the aggregate, used to determine the fair values of these individual assets and
liabilities. If the carrying amount of our goodwill exceeds the implied fair value of that goodwill, an impairment loss
would be recognized in an amount equal to the excess.
See further information on the carrying value of goodwill and the impairment charges recorded in 2008 in Note 3 to
the Consolidated Financial Statements in Part II, Item 8 of this report.
Severance and Restructuring Activities
We have taken, and may continue to take, severance and restructuring actions which require us to utilize significant
estimates of costs relating to employee termination benefits and costs to terminate leases or remaining lease
commitments on unused facilities, net of estimated subleases. Should the actual amounts differ from our estimates,
adjustments to severance and restructuring expenses in subsequent periods would be necessary. A detailed description of
our severance, restructuring and acquisition integration activities and remaining accruals for these activities at December
31, 2010 can be found in Note 9 to the Consolidated Financial Statements in Part II, Item 8 of this report.
26
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Income Taxes
Our effective tax rate includes the effect of certain undistributed foreign earnings for which no U.S. taxes have been
provided because such earnings are planned to be reinvested indefinitely outside the U.S. Earnings remittance amounts
are planned based on the projected cash flow needs as well as the working capital and long-term investment requirements
of our foreign subsidiaries and our domestic operations. Material changes in our estimates of cash, working capital and
long-term investment requirements could affect our effective tax rate.
We record a valuation allowance to reduce our deferred tax assets to the amount that is more likely than not to be
realized. We consider past operating results, future market growth, forecasted earnings, historical and projected taxable
income, the mix of earnings in the jurisdictions in which we operate, prudent and feasible tax planning strategies and
statutory tax law changes in determining the need for a valuation allowance. If we were to determine that it is more
likely than not that we would not be able to realize all or part of our net deferred tax assets in the future, an adjustment to
the deferred tax assets would be charged to earnings in the period such determination is made. Likewise, if we later
determine that it is more likely than not that all or part of the net deferred tax assets would be realized, then all or part of
the previously provided valuation allowance would be reversed. Effective January 1, 2009, any change in a valuation
allowance and uncertain tax positions established in purchase accounting will be a benefit to, or charge against, earnings.
Additional information about the valuation allowance can be found in Note 10 to the Consolidated Financial Statements
in Part II, Item 8 of this report.
Contingencies
From time to time, we are subject to potential claims and assessments from third parties. We are also subject to various
governmental, client and vendor audits. We continually assess whether or not such claims have merit and warrant accrual if
it is both probable that a liability has been incurred and the amount of the loss can be reasonably estimated. Where
appropriate, we accrue estimates of anticipated liabilities in the consolidated financial statements. Such estimates are
subject to change and may affect our results of operations and our cash flows. Additional information about contingencies
can be found in Note 16 to the Consolidated Financial Statements in Part II, Item 8 of this report.
RESULTS OF OPERATIONS
The following table sets forth for the periods presented certain financial data as a percentage of net sales for the
years ended December 31, 2010, 2009 and 2008:
Net sales.................................................................................................
Costs of goods sold ................................................................................
Gross profit.......................................................................................
Operating expenses:
Selling and administrative expenses ....................................................
Goodwill impairment ...........................................................................
Severance and restructuring expenses ..................................................
Earnings (loss) from operations .......................................................
Non-operating expense, net ..............................................................
Earnings (loss) from continuing operations before income taxes .....
Income tax expense (benefit) .................................................................
Net earnings (loss) from continuing operations ...............................
Earnings from a discontinued operation, net of taxes ......................
Net earnings (loss) .................................................................................
2010
100.0%
86.6
13.4
2009
100.0%
86.3
13.7
2008
100.0%
86.2
13.8
10.8
-
<0.1
2.6
0.2
2.4
0.8
1.6
-
12.1
-
0.3
1.3
0.3
1.0
0.3
0.7
0.1
11.7
8.2
0.2
(6.3)
0.5
(6.8)
(1.8)
(5.0)
-
1.6%
0.8%
(5.0%)
Throughout this “Results of Operations” section of “Management’s Discussion and Analysis of Financial Condition
and Results of Operations,” we refer to changes in net sales, gross profit and selling and administrative expenses in
EMEA and APAC excluding the effects of foreign currency movements. In computing these change amounts and
percentages, we compare the current year amount as translated into U.S. dollars under the applicable accounting
standards to the prior year amount in local currency translated into U.S. dollars utilizing the average translation rate for
the current year.
27
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
2010 Compared to 2009
Net Sales. Net sales for the year ended December 31, 2010 increased 16% to $4.8 billion compared to the year
ended December 31, 2009. Our net sales by operating segment for the years ended December 31, 2010 and 2009 were as
follows (dollars in thousands):
North America .........................................
EMEA ......................................................
APAC ......................................................
Consolidated ............................................
2010
3,340,162
1,310,549
159,219
4,809,930
$
$
2009
$ 2,840,786
1,151,749
144,370
$ 4,136,905
18%
14%
10%
16%
% Change
Net sales in North America increased $499.4 million or 18% for the year ended December 31, 2010 compared to the
year ended December 31, 2009. Net sales of hardware and software increased 26% and 9%, respectively, year over year,
while net sales in the services category declined 11% year to year. The increase in hardware and software net sales is
primarily due to higher volume with the year over year improvement in the demand environment for IT products
compared to the depressed levels of IT spending experienced in North America in 2009. The decrease in sales of
services year to year resulted primarily from a large services engagement in 2009 that did not recur in the current year.
Net sales in EMEA increased $158.8 million or 14%, in U.S. dollars, for the year ended December 31, 2010
compared to the year ended December 31, 2009. Excluding the effects of foreign currency movements, net sales were up
18% compared to the prior year. Net sales of hardware grew 10% year over year in U.S. dollars, 12% excluding the
effects of foreign currency movements, due to higher demand across all client groups. Software net sales increased 15%
year over year in U.S. dollars, 21% excluding the effects of foreign currency movements, due primarily to higher volume
and new client engagements and new product offerings from our publishers, reflecting the year over year improvement in
the global IT demand environment compared to the depressed levels of IT spending experienced in EMEA in 2009. Net
sales from services increased 36% year over year in U.S. dollars, 40% excluding the effects of foreign currency
movements, due primarily to new client engagements.
Our APAC segment recognized net sales of $159.2 million in U.S. dollars for the year ended December 31, 2010, an
increase of $14.8 million or 10%, compared to the year ended December 31, 2009. Net sales were flat year to year
excluding the effects of foreign currency movements.
Net sales by category for North America, EMEA and APAC were as follows for the years ended December 31, 2010
and 2009:
North America
Years Ended December 31,
EMEA
Years Ended December 31,
APAC
Years Ended December 31,
Sales Mix
Hardware ..................
Software ....................
Services .....................
2010
2009
2010
2009
2010
2009
64%
30%
6%
100%
60%
32%
8%
100%
33%
66%
1%
100%
34%
65%
1%
100%
<1%
97%
3%
100%
1%
98%
1%
100%
Currently, our offerings in North America and the United Kingdom include IT hardware, software and services. Our
offerings in the remainder of our EMEA segment and in APAC are almost entirely software and select software-related
services.
28
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Gross Profit. Gross profit increased 14% to $646.1 million for the year ended December 31, 2010 compared to the
year ended December 31, 2009, with a 30 basis point decrease in gross margin. Our gross profit and gross profit as a
percent of net sales by operating segment for the years ended December 31, 2010 and 2009 were as follows (dollars in
thousands):
North America ................................
EMEA .............................................
APAC ..............................................
Consolidated ...................................
2010
$ 442,068
176,018
28,011
$ 646,097
% of Net
Sales
13.2%
13.4%
17.6%
13.4%
2009
$ 389,717
159,109
19,788
$ 568,614
% of Net
Sales
13.7%
13.8%
13.7%
13.7%
North America’s gross profit for the year ended December 31, 2010 increased 13% compared to the year ended
December 31, 2009, but as a percentage of net sales, gross margin declined by 50 basis points year to year, due primarily
to a 78 basis point decrease in margin from the sale of services associated with the large services engagement during
2009 that did not recur in the current year and a decrease in margin related to agency fees for enterprise software
agreements of 32 basis points. These decreases in margin were offset by a 56 basis point increase in product margin,
which includes vendor funding and freight, driven primarily by sales in our hardware category. Contributing to this
increase in product margin was the extinguishment of $7.4 million of certain restatement-related trade credits during the
year ended December 31, 2010 compared to $3.5 million in 2009, through negotiated settlement or other legal release of
the recorded liabilities, which contributed 10 basis points to the increase in margin.
EMEA’s gross profit increased 11% in U.S. dollars for the year ended December 31, 2010 compared to the year
ended December 31, 2009. Excluding the effects of foreign currency movements, gross profit was up 15% compared to
the prior year. As a percentage of net sales, gross margin declined 40 basis points due primarily to decreases in agency
fees for enterprise software agreement renewals of 44 basis points.
APAC’s gross profit increased 42% for the year ended December 31, 2010 compared to the year ended December
31, 2009. Excluding the effects of foreign currency movements, gross profit increased 28% compared to the prior year.
As a percentage of net sales, gross margin increased by 390 basis points, due primarily to an increase of 213 basis points
in product margin, which includes vendor funding, an increase in the margin contribution from agency fees for enterprise
software agreements of 149 basis points and an increase in margin from sales of services of 26 basis points. These
increases resulted primarily from changes in client and publisher mix.
Operating Expenses.
Selling and Administrative Expenses. Selling and administrative expenses increased $17.0 million or 3% in the
year ended December 31, 2010 compared to the year ended December 31, 2009 primarily attributable to increases in
variable compensation on increased sales. Selling and administrative expenses decreased 130 basis points as a
percentage of net sales for the year ended December 31, 2010 compared to the year ended December 31, 2009 as we
continued our expense management initiatives. Selling and administrative expenses as a percent of net sales by
operating segment for the years ended December 31, 2010 and 2009 were as follows (dollars in thousands):
North America ................................
EMEA .............................................
APAC .............................................
Consolidated ...................................
2010
348,842
149,945
20,278
519,065
$
$
% of Net
Sales
10.4%
11.4%
12.7%
10.8%
2009
346,306
140,380
15,416
502,102
$
$
% of Net
Sales
12.2%
12.2%
10.7%
12.1%
North America’s selling and administrative expenses increased 1%, or $2.5 million for the year ended December 31,
2010 compared to the year ended December 31, 2009, but as a percentage of net sales, selling and administrative
expenses decreased 180 basis points to 10.4% of net sales for the year. Increases in variable costs of $11.2 million on
higher sales in the year ended December 31, 2010 and increased bonus and non-cash stock-based compensation expense
resulting from over-attainment against our operating plan were mostly offset by (i) a $5.5 million decline in legal and
professional fees year to year, primarily related to professional fees and costs associated with the trade credits
restatement as well as a decrease in our annual audit fee and (ii) a $4.1 million decrease resulting from the effect on the
year to year comparison of the prior year non-cash stock-based compensation charges. These charges related to the
North America portion of the termination of an equity-based incentive compensation plan relating to certain of our
29
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
executive officers in February 2009 that did not recur in 2010. Further, selling and administrative expenses in the year
ended December 31, 2010 were reduced by $2.9 million upon the collection of a single account receivable which we had
specifically reserved as doubtful during the fourth quarter of 2009.
EMEA’s selling and administrative expenses increased 7%, or $9.6 million in U.S. dollars, for the year ended
December 31, 2010 compared to the year ended December 31, 2009. Excluding the effects of foreign currency
movements, selling and administrative expenses increased 11% compared to the prior year. This year over year increase
was primarily driven by higher variable compensation and sales incentives on increased net sales. As a percentage of net
sales, selling and administrative expenses decreased 80 basis points due to relatively stable fixed personnel costs year to
year while sales have increased in 2010. Selling and administrative expenses for the year ended December 31, 2009
included $1.4 million of non-cash stock-based compensation charges related to the EMEA portion of the termination of
an equity-based incentive compensation plan in the first quarter of 2009 that did not recur in 2010 as discussed above.
APAC’s selling and administrative expenses increased 32% or $4.9 million in U.S. dollars, for the year ended
December 31, 2010 compared to the year ended December 31, 2009. Excluding the effects of foreign currency
movements, selling and administrative expenses increased 16% compared to the prior year. The year over year increases
in selling and administrative expenses are primarily attributable to increases in fixed compensation with increases in
head count year over year and increases in variable compensation on higher sales in the year ended December 31, 2010.
Severance and Restructuring Expenses. During the year ended December 31, 2010, North America and EMEA
recorded severance expense of $2.0 million and $1.0 million, respectively. The North America charge was part of the
roll-out of our new sales engagement model and plans to add new leadership in key areas, and the EMEA charge was
associated with the severance for the elimination of certain positions based on a re-alignment of roles and
responsibilities. In EMEA, $1.5 million in new severance costs was offset by $523,000 of adjustments to prior
severance accruals due to current period changes in estimates. During the year ended December 31, 2009, North
America, EMEA and APAC recorded severance expense of $10.3 million, $3.0 million and $302,000, respectively,
related to the departure of Insight’s former President and Chief Executive Officer and ongoing restructuring efforts to
reduce operating expenses. See Note 9 to the Consolidated Financial Statements in Part II, Item 8 of this report for
further discussion of severance and restructuring activities.
Non-Operating (Income) Expense.
Interest Income. Interest income for the years ended December 31, 2010 and 2009 was generated through short-
term investments. The increase in interest income year over year is primarily due to higher average cash and cash
equivalent balances in 2010.
Interest Expense. Interest expense primarily relates to borrowings under our financing facilities and capital lease
obligation and imputed interest under our inventory financing facility. In 2009, we also accrued $2.0 million for interest
expense related to our anticipated unclaimed property settlement under two state programs in 2010. In 2010, we reduced
interest expense by $553,000 for a change in estimate of accrued interest upon settlement with these two states. Imputed
interest under our inventory financing facility was $2.1 million and $1.8 million for the years ended December 31, 2010
and 2009, respectively. After giving effect to these items, the remaining decrease in interest expense for the year ended
December 31, 2010 compared to the year ended December 31, 2009 is due primarily to decreases in the weighted
average borrowings outstanding as we have used excess cash to pay down debt.
Net Foreign Currency Exchange Gains/Losses. These gains/losses result from foreign currency transactions,
including the period-end remeasurement of intercompany balances that are not considered long-term in nature. The
change from a net foreign currency exchange gain in the prior year to a loss in the current year is due primarily to more
volatility in the applicable exchange rates, particularly in our APAC segment.
Other Expense, Net. Other expense, net, consists primarily of bank fees associated with our cash management
activities.
Income Tax Expense. Our effective tax rate from continuing operations for the year ended December 31, 2010 was
34.5% compared to 26.3% for the year ended December 31, 2009. The effective tax rates in both years were less than
the federal statutory rate of 35.0% primarily due to the recapitalization of a foreign subsidiary during the fourth quarter
of each year. Further, our 2009 effective tax rate was also reduced by the true-up of certain foreign deferred tax assets.
30
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
See Note 10 to the Consolidated Financial Statements in Part II, Item 8 of this report for further discussion of income tax
expense.
Earnings from Discontinued Operations. During the year ended December 31, 2009, we recorded earnings from a
discontinued operation of $4.5 million, $2.8 million net of tax, as a result of the favorable settlement on July 7, 2009 of
an arbitrated claim related to the 2006 sale of a former subsidiary. The amount recognized was net of payments to
holders of approximately 2.0 million exercised stock options of the former subsidiary and a broker success fee with
respect to the settlement totaling $540,000. See Note 19 to the Consolidated Financial Statements in Part II, Item 8 of
this report for further discussion.
2009 Compared to 2008
Net Sales. Net sales for the year ended December 31, 2009 decreased 14% to $4.1 billion compared to the year
ended December 31, 2008. Our net sales by operating segment for the years ended December 31, 2009 and 2008 were as
follows (dollars in thousands):
North America .........................................
EMEA ......................................................
APAC ......................................................
Consolidated ............................................
2009
2,840,786
1,151,749
144,370
4,136,905
$
$
2008
$ 3,362,544
1,309,365
153,580
$ 4,825,489
(16%)
(12%)
(6%)
(14%)
% Change
Net sales in North America decreased $521.8 million or 16% for the year ended December 31, 2009 compared to the
year ended December 31, 2008, reflecting the effects of the challenging economic climate during 2009. Hardware and
software net sales in North America for the year ended December 31, 2009 decreased 21% and 13%, respectively, while
net sales from services increased 26% year over year. The decline in software sales year over year primarily relates to
program changes with our largest software partner. The increase in services net sales is primarily due to several large
professional services engagements during the year ended December 31, 2009, particularly a large professional services
engagement that spanned the last three quarters of 2009. During 2009, we continued to increase the mix of services as a
percentage of our net sales, which increased from 6% of net sales to 8% of net sales year over year.
Net sales in EMEA decreased $157.6 million or 12% for the year ended December 31, 2009 compared to the year
ended December 31, 2008. Excluding the effects of foreign currency movements, net sales in EMEA decreased only
$24.7 million or 2% year over year. In U.S. dollars, the negative year over year comparison resulted from a 16% decline
in hardware net sales and a 10% decline in software net sales, partially offset by an increase in services, which grew 16%
year over year. These results reflect the challenging global IT demand environment as well as the previously announced
changes in programs with our largest software partner. The year over year improvement in sales of services primarily
resulted from the contribution of MINX, acquired in July 2008.
Our APAC segment recognized net sales of $144.4 million for the year ended December 31, 2009, a decrease of
$9.2 million or 6%, compared to the year ended December 31, 2008, primarily as a result of the previously announced
changes in programs with our largest software partner, offset by increased public sector spending in Australia.
Excluding the effects of foreign currency movements, net sales in APAC decreased by $5.3 million or 4% year over
year.
Net sales by category for North America, EMEA and APAC were as follows for the years ended December 31, 2009
and 2008:
North America
Years Ended December 31,
EMEA
Years Ended December 31,
APAC
Years Ended December 31,
Sales Mix
Hardware.................
Software ..................
Services ...................
2009
2008
2009
2008
2009
2008
60%
32%
8%
100%
63%
31%
6%
100%
34%
65%
1%
100%
35%
64%
1%
100%
1%
98%
1%
100%
-
100%
-
100%
31
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Gross Profit. Gross profit decreased 14% to $568.6 million for the year ended December 31, 2009 compared to the
year ended December 31, 2008, with a 10 basis point decrease in gross margin. Our gross profit and gross profit as a
percent of net sales by operating segment for the years ended December 31, 2009 and 2008 were as follows (dollars in
thousands):
North America ................................
EMEA .............................................
APAC ..............................................
Consolidated ...................................
2009
$ 389,717
159,109
19,788
$ 568,614
% of Net
Sales
13.7%
13.8%
13.7%
13.7%
2008
$ 449,186
190,673
23,724
$ 663,583
% of Net
Sales
13.4%
14.6%
15.4%
13.8%
North America’s gross profit declined by $59.5 million or 13% for the year ended December 31, 2009 compared to
the year ended December 31, 2008, but as a percentage of net sales, gross margin increased 30 basis points year over
year, primarily due to higher margins in the services category. Gross profit on services net sales contributed 87 basis
points to the increase in margin year over year, reflecting the several large professional services engagements during the
year ended December 31, 2009 discussed above, and gross profit generated by freight contributed 9 basis points to the
increase in margin year over year. In addition, the extinguishment of $3.5 million of certain restatement-related trade
credits during the year ended December 31, 2009, through negotiated settlement or other legal release of the recorded
liabilities, contributed 12 basis points to the increase in margin. These increases were offset partially by decreases in
agency fees for enterprise software agreement renewals of 34 basis points and market pricing pressures which have
driven decreases in product margin, which includes partner funding, of 45 basis points.
EMEA’s gross profit decreased for the year ended December 31, 2009 by $31.6 million or 17% compared to the
year ended December 31, 2008. Excluding the effects of foreign currency movements, gross profit was down $11.8
million or 7% compared to the prior year. As a percentage of net sales, gross profit decreased by 80 basis points from
2008 to 2009 due primarily to decreases in product margin, which includes partner funding, of 46 basis points, a decrease
in supplier discounts of 17 basis points and a decrease in agency fees for enterprise software agreement renewals of 11
basis points. These results reflect a change in client mix, which during 2009 included more public sector sales at lower
margins, and the effects of partner program changes.
APAC’s gross profit decreased for the year ended December 31, 2009 by $3.9 million or 17% compared to the year
ended December 31, 2008. Excluding the effects of foreign currency movements, gross profit was down $2.9 million or
13% compared to the prior year. As a percentage of net sales, gross profit decreased 170 basis points from 2008 to 2009
due primarily to lower margin on public sector sales and a decrease in agency fees for enterprise software agreement
renewals.
Operating Expenses.
Selling and Administrative Expenses. Selling and administrative expenses decreased $59.9 million or 11% in the
year ended December 31, 2009 compared to the year ended December 31, 2008 due primarily to the benefits of
aggressive expense management and cost reduction actions taken throughout 2009. Selling and administrative expenses
increased 50 basis points as a percentage of net sales for the year ended December 31, 2009 compared to the year ended
December 31, 2008. Selling and administrative expenses as a percent of net sales by operating segment for the years
ended December 31, 2009 and 2008 were as follows (dollars in thousands):
North America ................................
EMEA .............................................
APAC .............................................
Consolidated ...................................
2009
346,306
140,380
15,416
502,102
$
$
% of Net
Sales
12.2%
12.2%
10.7%
12.1%
2008
391,629
152,617
17,741
561,987
$
$
% of Net
Sales
11.6%
11.7%
11.6%
11.6%
North America’s selling and administrative expenses decreased $45.3 million or 12% for the year ended December
31, 2009 compared to the year ended December 31, 2008. The decrease in selling and administrative expenses is
primarily attributable to the realization of the effects of cost reduction initiatives we implemented during 2009, and, to a
lesser extent, the effect of lower variable costs. Salaries, sales incentives and benefits accounted for approximately $40.9
million of the decrease, with an additional $5.1 million decline in travel and entertainment and a $3.3 million decline in
marketing expenses.
32
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Offsetting the effect of the cost reduction initiatives on North America’s selling and administrative expenses are the
following:
(cid:2) Approximately $12.4 million of selling and administrative expenses associated with Calence, are reflected in
the three months ended March 31, 2009 with no comparable expenses in the three months ended March 31,
2008, as Calence was acquired on April 1, 2008;
Professional fees and costs for the year ended December 31, 2009 of $8.3 million associated with the trade
credits restatement remediation and related litigation;
(cid:2)
(cid:2) Non-cash stock-based compensation expense of $4.1 million associated with the termination of the long-term
incentive award for our former Chief Executive Officer and the former President of our North America
operating segment discussed in Note 11 to our Consolidated Financial Statements in Part II, Item 8 of this
report; and
(cid:2) An increase in bad debt expense of $3.0 million primarily associated with the specific identification of a single
significant account for which we determined during the fourth quarter of 2009 that collection was doubtful.
This amount was subsequently recovered in 2010.
EMEA’s selling and administrative expenses decreased $12.2 million or 8% for the year ended December 31, 2009
compared to the year ended December 31, 2008. Excluding the effects of foreign currency movements, selling and
administrative expenses increased $4.1 million or 3% year over year. The increase in selling and administrative
expenses is primarily attributable to salaries and wages and employee-related expenses, which increased due to increases
in sales employee headcount, sales incentive programs and recruitment costs. Selling and administrative expenses in
2009 include a non-cash stock-based compensation expense of $1.4 million associated with the termination of the long-
term incentive award for our former Chief Executive Officer and the President of our EMEA operating segment
discussed in Note 11 to our Consolidated Financial Statements in Part II, Item 8 of this report.
APAC’s selling and administrative expenses decreased $2.3 million or 13% for the year ended December 31, 2009
compared to the year ended December 31, 2008. Excluding the effects of foreign currency movements, selling and
administrative expenses decreased $1.2 million or 7% year over year.
Goodwill Impairment. During the year ended December 31, 2008, we recorded goodwill impairment charges of
$397.2 million. See Note 3 to the Consolidated Financial Statements in Part II, Item 8 of this report for further
discussion of goodwill.
Severance and Restructuring Expenses. During the year ended December 31, 2009, North America, EMEA and
APAC recorded severance expense of $10.3 million, $3.0 million and $302,000, respectively, related to the departure of
Insight’s former President and Chief Executive Officer and ongoing restructuring efforts to reduce operating expenses.
An adjustment of $708,000 was recorded as a reduction of severance and restructuring expenses recorded during the year
ended December 31, 2009 and the related lease accrual in EMEA due to a change in estimate of the costs of exiting the
related leased facilities upon negotiation of the final settlement with the landlord. The leases expired in October 2009.
During the year ended December 31, 2008, North America, EMEA and APAC recorded severance expense of $4.6
million, $3.9 million and $39,000, respectively, related to restructuring efforts. See Note 9 to the Consolidated Financial
Statements in Part II, Item 8 of this report for further discussion of severance and restructuring activities.
Non-Operating (Income) Expense.
Interest Income. Interest income for the years ended December 31, 2009 and 2008 was generated through short-
term investments. The decrease in interest income year over year is primarily due to decreases in interest rates.
Interest Expense. Interest expense primarily relates to borrowings under our financing facilities and capital lease
obligation and imputed interest under our inventory financing facility. In 2009, we also accrued $2.0 million for interest
expense related to our anticipated unclaimed property settlement under two state programs in 2010. Imputed interest was
$1.8 million for the year ended December 31, 2009. The decrease in interest expense for the year ended December 31,
2009 compared to the year ended December 31, 2008 is due primarily to lower interest rates and decreases in the
weighted average borrowings outstanding as we were successful in our cash management initiatives and used excess
cash to pay down our debt balances.
33
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Net Foreign Currency Exchange Gains/Losses. These gains/losses result from foreign currency transactions,
including the period-end remeasurement of intercompany balances that are not considered long-term in nature. The
change from net foreign currency exchange losses in the prior year to a modest gain in the current year is due primarily
to less volatility in the applicable exchange rates and the effects of our use of foreign exchange forward contracts in 2009
to hedge certain non-functional currency assets and liabilities against changes in exchange rate movements.
Other Expense, Net. Other expense, net, consists primarily of bank fees associated with our cash management
activities.
Income Tax Expense. Our income tax expense from continuing operations for the year ended December 31, 2009
was $11.0 million compared to an income tax benefit from continuing operations of $86.3 million for the year ended
December 31, 2008. The change from a benefit in 2008 to expense in 2009 was primarily the result of the impairment
charge related to deductible goodwill during 2008. In addition, our 2009 effective tax rate of 26.3% was less than the
federal statutory rate of 35.0% primarily due to the recapitalization of one of our foreign subsidiaries and the true-up of
certain foreign tax assets. See Note 10 to the Consolidated Financial Statements in Part II, Item 8 of this report for
further discussion of income tax expense.
Liquidity and Capital Resources
The following table sets forth for the periods presented certain consolidated cash flow information for the years
ended December 31, 2010, 2009 and 2008 (dollars in thousands):
2010
2009
2008
Net cash provided by operating activities ....................
Net cash used in investing activities ............................
Net cash (used in) provided by financing activities .....
Foreign currency exchange effect on cash flow ...........
Increase (decrease) in cash and cash equivalents .........
Cash and cash equivalents at beginning of year ..........
Cash and cash equivalents at end of year .....................
$
$
98,181
(23,095)
(17,894)
(1,495)
55,697
68,066
123,763
$
$
122,674
(36,420)
(70,269)
2,906
18,891
49,175
68,066
$
$
141,746
(153,813)
12,904
(8,380)
(7,543)
56,718
49,175
Cash and Cash Flow
Our primary uses of cash during 2010 were to fund working capital requirements and capital expenditures and to
pay down debt. Operating activities provided $98.2 million in cash, a 20% decrease from the year ended December 31,
2009. We made cash payments of $25.8 million during 2010 as part of our previously announced program of
compliance with state unclaimed property laws. Our operating cash flows and net borrowings under our inventory
financing facility, which is included in accounts payable, of $40.8 million enabled us to reduce our long-term debt under
our revolving credit facilities by $57.0 million, while increasing cash and cash equivalent balances by $55.7 million
since December 31, 2009. Capital expenditures were $18.0 million for the year, a 22% increase over 2009, due primarily
to expenditures related to IT systems projects in EMEA and North America. Additionally, 2010 was burdened by a $1.5
million negative effect of foreign currency exchange rates on cash flow, while 2009 benefited from a $2.9 million
positive effect of foreign currency exchange rates on cash flow.
During the year ended December 31, 2009, we recorded earnings from a discontinued operation of $4.5 million,
$2.8 million net of tax, as a result of the favorable settlement on July 7, 2009 of an arbitrated claim related to the 2006
sale of Direct Alliance, a former subsidiary that was sold on June 30, 2006. Since this amount had been deferred as of
the original sale date in 2006, the settlement in 2009 resulted in no cash flows to Insight related to the recognition of the
non-cash gain.
Net cash provided by operating activities. Cash flows from operating activities for the year ended December 31,
2010 reflect our net earnings, adjusted for non-cash items such as depreciation, amortization, stock-based compensation
expense, write-downs of inventories and deferred income taxes. Also contributing to the cash flows from operating
activities were increases in accounts payable and deferred revenue. The increase in accounts payable reflects increased
costs of goods sold associated with the increase in net sales in 2010 compared to the prior year. These increases in
operating cash flows were partially offset by increases in accounts receivable, inventories and other current assets and
34
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
decreases in accrued expenses and other liabilities. The increase in accounts receivable also reflects increased net sales
in 2010 compared to the prior year. The increase in inventories in 2010 is primarily attributable to client specific
inventory purchased in North America late in 2010 as a result of new client engagements and overall higher demand for
hardware. The decrease in accrued expenses and other liabilities in 2010 was primarily due to payments made to settle
certain state unclaimed property liabilities and to reduce income taxes payable.
Cash flows from operating activities for the year ended December 31, 2009 reflect our net earnings, adjusted for
depreciation, amortization, non-cash stock-based compensation expense, write-downs of inventories, the provision for
losses on accounts receivable, the non-cash gain from the Direct Alliance arbitrated claim and deferred income taxes.
Also contributing to the cash flows from operating activities in 2009 were increases in deferred revenue and decreases in
accounts receivable. The decrease in accounts receivable in 2009 reflects the decrease in net sales compared to the prior
year as well as our focus on cash management. These increases in operating cash flows in 2009 were partially offset by
decreases in accounts payable in the normal course of business.
Cash flows from operating activities for the year ended December 31, 2008 resulted primarily from our net loss
before the non-cash goodwill impairment charge, including the resulting increase in deferred tax assets associated with
the goodwill impairment charge, and before depreciation and amortization. Also contributing to the cash flows from
operating activities in 2008 were decreases in accounts receivable and other current assets, partially offset by decreases
in accounts payable in the normal course of business.
Our consolidated cash flow operating metrics as of December 31, 2010, 2009 and 2008 are as follows:
Days sales outstanding in ending accounts receivable (“DSOs”) (a) ....................
Days inventory outstanding (excluding inventories not available for sale) (b) .....
Days purchases outstanding in ending accounts payable (“DPOs”) (c) ................
Cash conversion cycle (days) (d) ..........................................................................
2010
78
9
(69)
18
2009
78
8
(63)
23
2008
79
10
(62)
27
(a) Calculated as the balance of accounts receivable, net at the end of the period divided by daily net sales. Daily net
sales is calculated as net sales for the quarter divided by 92 days.
(b) Calculated as average inventories divided by daily costs of goods sold. Average inventories is calculated as the sum
of the balances of inventories at the beginning of the period plus inventories at the end of the period divided by two.
Daily costs of goods sold is calculated as costs of goods sold for the quarter divided by 92 days.
(c) Calculated as the balances of accounts payable, which includes the inventory financing facility, at the end of the
period divided by daily costs of goods sold. Daily costs of goods sold is calculated as costs of goods sold for the
quarter divided by 92 days.
(d) Calculated as DSOs plus days inventory outstanding, less DPOs.
Our cash conversion cycle improved to 18 days in the fourth quarter ended December 31, 2010, decreasing five days
from 23 days in the fourth quarter ended December 31, 2009. These results were primarily due to the expanded use of
our inventory financing facility, which contributed to an increase in DPOs during the fourth quarter of 2010 of six days,
partially offset by an increase in days inventory outstanding resulting from increased investment in inventory to support
specific client engagements.
Our cash conversion cycle was 23 days in the fourth quarter ended December 31, 2009, decreasing four days from
27 days in the fourth quarter ended December 31, 2008. DSOs decreased slightly for the quarter ended December 31,
2009 compared to the quarter ended December 31, 2008. In North America, reductions in past due accounts receivable
balances as a percent of total accounts receivable were offset by the effects of a higher percentage of accounts receivable
subject to longer payment terms, resulting in fairly flat performance. These results were offset by a reduction in DSOs in
our EMEA and APAC segments due primarily to the timing of sales and collections occurring earlier in the quarter
compared to the prior year period. Days inventory outstanding decreased from 2008 to 2009 as we realized the benefits
of our focus in 2009 on improving our purchasing efficiency. DPOs increased slightly during the fourth quarter of 2009
reflecting the expanded use of our inventory financing facility in the 2009 quarter compared to the same quarter in 2008.
We expect that cash flow from operations will be used, at least partially, to fund working capital as we typically pay
our partners on average terms that are shorter than the average terms granted to our clients in order to take advantage of
supplier discounts. We intend to use cash generated in 2011 in excess of working capital needs to pay down our
outstanding debt balances and support our capital expenditures for the year.
35
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Net cash used in investing activities. Capital expenditures of $18.0 million, $14.7 million and $26.6 million for the
years ended December 31, 2010, 2009 and 2008, respectively, primarily related to investments to upgrade our IT
systems. Capital expenditures during 2009 primarily related to expenditures to upgrade our IT systems in EMEA. We
expect total capital expenditures in 2011 to be between $20.0 million and $25.0 million, primarily for the integration of
our IT systems in North America onto a single platform over the next two years, the IT systems upgrade in our EMEA
operations and other facility and technology related maintenance and upgrade projects.
During the years ended December 31, 2010 and 2009, we made payments totaling $5.1 million and $21.7 million,
respectively, to the former owners of Calence for additional purchase price consideration and the related accrued interest
thereon as a result of Calence achieving certain performance targets during 2010, 2009 and 2008. During the year ended
December 31, 2008, we made a payment of $900,000 to resolve certain post-closing contingencies related to the sale of a
discontinued operation.
Net cash (used in) provided by financing activities. During the year ended December 31, 2010, we made net
repayments on our debt facilities that reduced our outstanding debt balances under our revolving credit facility by $57.0
million and had net borrowings under our inventory financing facility, which is included in accounts payable, of $40.8
million. During the year ended December 31, 2009, we made net repayments on our debt facilities that reduced our
outstanding debt balances under our revolving credit facility by $81.0 million. As of December 31, 2010, the only
current portion of our long-term debt relates to our capital lease obligation for certain IT equipment. During the year
ended December 31, 2009, we had net borrowings under our inventory financing facility of $13.4 million. During the
year ended December 31, 2008, we increased our outstanding debt by $25.8 million and subsequent to the acquisition of
Calence on April 1, 2008, had a net increase in our obligations under our new inventory financing facility of $48.9
million. These positive cash flows in 2008 were partially offset by the funding of $50.0 million of repurchases of our
common stock and the repayment of $11.0 million of debt assumed in the acquisitions of Calence and MINX during
2008.
As of December 31, 2010, our long-term debt balance consisted of $90.0 million outstanding under our $300.0
million senior revolving credit facility and a $2.6 million capital lease obligation. Our objective is to pay our debt
balances down while retaining adequate cash balances to meet overall business objectives.
On July 1, 2010, we entered into an amendment to our accounts receivable securitization financing facility (the
“ABS facility”), which amends certain provisions of the ABS facility to improve availability in the Borrowing Base, as
defined in the ABS facility, but did not change the $150,000,000 maximum borrowing capacity. Specifically, the
amendment (i) excludes from the Borrowing Base receivables of a specified obligor that had a negative impact on
availability under the facility, (ii) creates a basket to allow up to 10% of gross receivables with terms between 60 and 90
days to be eligible for borrowing, and (iii) increases to 35% from 25% the threshold above which the total amount of a
particular obligor’s receivables are treated as ineligible if the percentage of such obligor’s receivables that are more than
60 days past due exceeds such threshold. In addition, the amendment extends the maturity date of the ABS facility to
April 1, 2013, and decreases the variable interest rate by approximately 80 basis points for funds provided under the
ABS facility, calculated as the specified Pooled Commercial Paper Rate, as defined in the ABS facility, plus a fixed
1.45% margin (the “CP Margin”). However, beginning on July 1, 2012 (the “Reset Date”), the CP Margin may increase
(but in no event exceed 1.50%) based on percentage changes in high yield spreads comparing average index rates for the
calendar month prior to the Reset Date against average index rates for the corresponding calendar month in the previous
year. Finally, the amendment provides that, under certain circumstances, the Company may be required to obtain a
public rating of the ABS facility from one or more credit rating agencies of at least “A” or its equivalent. Failure by the
Company to obtain such rating would result in an Amortization Event under the ABS facility. While the ABS facility
has a stated maximum amount, the actual availability under the facility is limited by the quantity and quality of the
underlying accounts receivable. As of December 31, 2010, the full $150,000,000 was available.
Our consolidated debt balance that can be outstanding at the end of any fiscal quarter under our senior revolving
credit facility and our ABS facility is limited by certain financial covenants, particularly a maximum leverage ratio. The
maximum leverage ratio is calculated as aggregate debt outstanding divided by the sum of the Company’s trailing twelve
month net earnings plus (i) interest expense, less non-cash imputed interest on our inventory financing facility, (ii)
income tax expense, (iii) depreciation and amortization and (iv) non-cash stock-based compensation (referred to herein
as “adjusted earnings”). The maximum leverage ratio permitted under the agreements is 2.50 times effective October 1,
2010 through April 1, 2013. As a result of this limitation, of the $450,000,000 of aggregate maximum debt capacity
available under our senior revolving credit facility and our ABS facility, the Company’s debt balance that could have
36
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
been outstanding as of December 31, 2010 was limited to $414,138,000 based on 2.50 times the Company’s trailing
twelve-month adjusted earnings. The maximum leverage, minimum fixed charge and asset coverage ratio financial
covenant requirements under the ABS facility were not modified as part of the July 1, 2010 amendment to the ABS
facility.
We anticipate that cash flows from operations, together with the funds available under our financing facilities will
be adequate to support our presently anticipated cash and working capital requirements for operations over the next 12
months.
Cash and cash equivalents held by foreign subsidiaries are generally subject to U.S. income taxation upon
repatriation to the U.S. For foreign entities not treated as branches for U.S. tax purposes, we do not provide for U.S.
income taxes on the undistributed earnings of these subsidiaries as earnings are reinvested and, in the opinion of
management, will continue to be reinvested indefinitely outside of the U.S. As of December 31, 2010, we had
approximately $109.9 million in cash and cash equivalents in certain of our foreign subsidiaries where we consider
undistributed earnings for these foreign subsidiaries to be permanently reinvested. We used our excess cash balances in
the U.S. to pay down debt as of December 31, 2010. As of December 31, 2010, the majority of our foreign cash resides
in the Netherlands, the United Kingdom and Australia. Certain of these cash balances could and will be remitted to the
U.S. by paying down intercompany payables generated in the ordinary course of business. This repayment would not
change our policy to indefinitely reinvest earnings of its foreign subsidiaries. The undistributed earnings of foreign
subsidiaries that are deemed to be indefinitely invested outside of the U.S. were approximately $28.6 million at December
31, 2010, compared to $24.3 million at the end of 2009. We intend to use undistributed earnings for general business
purposes in the foreign jurisdictions as well as to fund our EMEA IT systems, various facility upgrades and the
expansion of our sales of hardware and services, in addition to software, to clients in EMEA countries.
On November 13, 2007, our Board of Directors authorized the repurchase of up to $50.0 million of our common stock
through September 30, 2008. During the year ended December 31, 2008 (and prior to September 30, 2008), we purchased
3.5 million shares of our common stock on the open market at an average price of $14.31 per share, which represented the
full amount authorized under the repurchase program. All shares repurchased were retired.
See Note 6 to the Consolidated Financial Statements in Part II, Item 8 of this report for a description of our
financing facilities, including terms and covenants, amounts outstanding, amounts available and weighted average
borrowings and interest rates during the year.
Off-Balance Sheet Arrangements
We have entered into off-balance sheet arrangements, which include guaranties and indemnifications. The
guaranties and indemnifications are discussed in Note 16 to the Consolidated Financial Statements in Part II, Item 8 of
this report. We believe that none of our off-balance sheet arrangements have, or are reasonably likely to have, a material
current or future effect on our financial condition, sales or expenses, results of operations, liquidity, capital expenditures
or capital resources.
37
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Contractual Obligations
At December 31, 2010, our contractual obligations for continuing operations were as follows (in thousands):
Total
Long-term debt (a) ......................................... $ 90,000
2,684
Capital lease obligations ...............................
Inventory financing facility (b) ......................
135,112
51,782
Operating lease obligations ...........................
Severance and restructuring obligations (c) ...
2,854
Other contractual obligations (d) ....................
22,692
Total .............................................................. $ 305,124
$
Less than
1 Year
-
1,039
135,112
13,186
2,854
6,297
$ 158,488
1-3
Years
$ 90,000 $
1,645
Payments due by period
3-5
Years
-
-
- -
13,103
-
3,638
$ 119,458 $ 16,741
18,056
-
9,757
More than 5
Years
$
-
-
-
7,437
-
3,000
10,437
$
(a) Reflects the $90.0 million outstanding at December 31, 2010 under our senior revolving credit facility as due in
April 2013, the date at which the facility matures. See further discussion in Note 6 to the Consolidated Financial
Statements in Part II, Item 8 of this report.
(b) See further discussion in Note 6 to the Consolidated Financial Statements in Part II, Item 8 of this report. As of
December 31, 2010, this amount was included in accounts payable related to this facility and has been included in
our contractual obligations table above as being due within the 30- to 60-day stated vendor terms.
(c) As a result of approved severance and restructuring plans, we expect future cash expenditures related to employee
termination benefits and facilities based costs. See further discussion in Note 9 to the Consolidated Financial
Statements in Part II, Item 8 of this report.
(d) The table above includes:
I. Estimated interest payments of $1.9 million in each of the next two years and $473,000 in the first three
months of 2013, based on the current debt balance of $90.0 million at December 31, 2010 under the
senior revolving credit facility, multiplied by the weighted average interest rate for the year ended
December 31, 2010 of 2.1% per annum.
II. Amounts totaling $5.9 million over the next three years to the Valley of the Sun Bowl Foundation for
sponsorship of the Insight Bowl and $5.7 million over the next five years for advertising and marketing
events with the Arizona Cardinals at the University of Phoenix stadium. See further discussion in Note
16 to the Consolidated Financial Statements in Part II, Item 8 of this report.
III. We estimate that we will owe $6.8 million in future years in connection with the obligations to perform
asset-retirement activities that are conditional on a future event.
The table above excludes $6.0 million of unrecognized tax benefits as we are unable to reasonably estimate the
ultimate amount or timing of settlement. See further discussion in Note 10 to the Consolidated Financial Statements in
Part II, Item 8 of this report.
Although we set purchase targets with our partners tied to the amount of supplier reimbursements we receive, we
have no material contractual purchase obligations.
Acquisitions
Our strategy may include the possible acquisition of or investments in other businesses to expand or complement our
operations. The magnitude, timing and nature of any future acquisitions or investments will depend on a number of
factors, including the availability of suitable candidates, the negotiation of acceptable terms, our financial capabilities
and general economic and business conditions. Financing for future transactions would result in the utilization of cash,
incurrence of additional debt, issuance of stock or some combination of the three.
Inflation
We have historically not been adversely affected by inflation, as technological advances and competition within the
IT industry have generally caused the prices of the products we sell to decline and product life cycles tend to be short.
This requires our growth in unit sales to exceed the decline in prices in order to increase our net sales. We believe that
most price increases could be passed on to our clients, as prices charged by us are not set by long-term contracts;
however, as a result of competitive pressure, there can be no assurance that the full effect of any such price increases
could be passed on to our clients.
38
INSIGHT ENTERPRISES, INC.
MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION
AND RESULTS OF OPERATIONS (continued)
Recently Issued Accounting Standards
See Note 1 to the Consolidated Financial Statements in Part II, Item 8 of this report for a description of recent
accounting pronouncements, including our expected dates of adoption and the estimated effects on our results of
operations and financial condition.
39
INSIGHT ENTERPRISES, INC.
Item 7A. Quantitative and Qualitative Disclosures About Market Risk
Interest Rate Risk
We have interest rate exposure arising from our financing facilities, which have variable interest rates. These
variable interest rates are affected by changes in short-term interest rates. We currently do not hedge our interest rate
exposure.
We do not believe that the effect of reasonably possible near-term changes in interest rates will be material to our
financial position, results of operations and cash flows. Our financing facilities expose net earnings to changes in short-
term interest rates since interest rates on the underlying obligations are variable. We had $90.0 million outstanding
under our senior revolving credit facility and no amounts outstanding under our accounts receivable securitization
financing facility at December 31, 2010. The interest rates attributable to the borrowings under out senior revolving
credit facility and the accounts receivable securitization financing facility were 1.26% and 1.76%, respectively, per
annum at December 31, 2010. The change in annual net earnings from continuing operations, pretax, resulting from a
hypothetical 10% increase or decrease in the highest applicable interest rate would approximate $158,000.
Foreign Currency Exchange Risk
We use the U.S. dollar as our reporting currency. The functional currencies of our significant foreign subsidiaries are
generally the local currencies. Accordingly, assets and liabilities of the subsidiaries are translated into U.S. dollars at the
exchange rate in effect at the balance sheet dates. Income and expense items are translated at the average exchange rate for
each month within the year. Translation adjustments are recorded directly in other comprehensive income as a separate
component of stockholders’ equity. Net foreign currency transaction gains/losses, including transaction gains/losses on
intercompany balances that are not of a long-term investment nature, are reported as a separate component of non-operating
(income) expense, net in our consolidated statements of operations. We also maintain cash accounts denominated in
currencies other than the functional currency which expose us to foreign exchange rate movements. Remeasurement of
these cash balances results in gains/losses that are also reported as a separate component of non-operating (income)
expense.
We monitor our foreign currency exposure and have begun to enter, selectively, into forward exchange contracts to
mitigate risk associated with certain non-functional currency monetary assets and liabilities related to foreign
denominated payables, receivables, and cash balances. Transaction gains and losses resulting from non-functional
currency assets and liabilities are offset by forward contracts in non-operating (income) and expense, net. The Company
does not have a significant concentration of credit risk with any single counterparty.
The Company generally enters into forward contracts with maturities of three months or less. The derivatives
entered into during 2010 were not designated as hedges. The following derivative contracts were entered into during the
year ended December 31, 2010, and remained open and outstanding at December 31, 2010. All U.S. dollar and foreign
currency amounts (British Pounds and Canadian Dollars) are presented in thousands.
Foreign Currency
Foreign Amount
Exchange Rate
USD Equivalent
Maturity Date
Buy
GBP
6,424
1.5566
$10,000
January 7, 2011
Buy
CAD
10,000
1.0029
$9,971
January 6, 2011
The Company does not enter into derivative contracts for speculative or trading purposes. The fair value of all
forward contracts at December 31, 2010 was a net liability of $63,000.
40
INSIGHT ENTERPRISES, INC.
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Item 8. Financial Statements and Supplementary Data
Reports of Independent Registered Public Accounting Firm ................................................
Consolidated Balance Sheets – December 31, 2010 and 2009 .............................................
Consolidated Statements of Operations – For each of the years in the
three-year period ended December 31, 2010 ......................................................................
Consolidated Statements of Stockholders’ Equity and Comprehensive Income (Loss)
– For each of the years in the three-year period ended December 31, 2010 .......................
Consolidated Statements of Cash Flows – For each of the years in the
three-year period ended December 31, 2010 ......................................................................
Notes to Consolidated Financial Statements .........................................................................
Page
42
44
45
46
47
48
41
REPORT OF INDEPENDENT REGISTERED
PUBLIC ACCOUNTING FIRM
The Board of Directors and Stockholders
Insight Enterprises, Inc.:
We have audited the accompanying consolidated balance sheets of Insight Enterprises, Inc. and subsidiaries (the
Company) as of December 31, 2010 and 2009, and the related consolidated statements of operations, stockholders’
equity and comprehensive income (loss), and cash flows for each of the years in the three-year period ended
December 31, 2010. These consolidated financial statements are the responsibility of the Company’s management. Our
responsibility is to express an opinion on these consolidated financial statements based on our audits.
We conducted our audits in accordance with the standards of the Public Company Accounting Oversight Board (United
States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether the
financial statements are free of material misstatement. An audit includes examining, on a test basis, evidence supporting
the amounts and disclosures in the financial statements. An audit also includes assessing the accounting principles used
and significant estimates made by management, as well as evaluating the overall financial statement presentation. We
believe that our audits provide a reasonable basis for our opinion.
In our opinion, the consolidated financial statements referred to above present fairly, in all material respects, the financial
position of Insight Enterprises, Inc. and subsidiaries as of December 31, 2010 and 2009, and the results of their
operations and their cash flows for each of the years in the three-year period ended December 31, 2010, in conformity
with U.S. generally accepted accounting principles.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States), Insight Enterprises, Inc.’s internal control over financial reporting as of December 31, 2010, based on criteria
established in Internal Control – Integrated Framework issued by the Committee of Sponsoring Organizations of the
Treadway Commission, and our report dated February 23, 2011 expressed an unqualified opinion on the effectiveness of
the Company’s internal control over financial reporting.
/s/ KPMG LLP
Phoenix, Arizona
February 23, 2011
42
REPORT OF INDEPENDENT REGISTERED
PUBLIC ACCOUNTING FIRM
The Board of Directors and Stockholders
Insight Enterprises, Inc.:
We have audited Insight Enterprises, Inc.’s internal control over financial reporting as of December 31, 2010, based on
criteria established in Internal Control – Integrated Framework issued by the Committee of Sponsoring Organizations of
the Treadway Commission (COSO). Insight Enterprises, Inc.’s management is responsible for maintaining effective
internal control over financial reporting and for its assessment of the effectiveness of internal control over financial
reporting, included in the accompanying Item 9A (a), Management’s Report on Internal Control Over Financial
Reporting. Our responsibility is to express an opinion on the Company’s internal control over financial reporting based
on our audit.
We conducted our audit in accordance with the standards of the Public Company Accounting Oversight Board (United
States). Those standards require that we plan and perform the audit to obtain reasonable assurance about whether
effective internal control over financial reporting was maintained in all material respects. Our audit included obtaining an
understanding of internal control over financial reporting, assessing the risk that a material weakness exists, and testing
and evaluating the design and operating effectiveness of internal control based on the assessed risk. Our audit also
included performing such other procedures as we considered necessary in the circumstances. We believe that our audit
provides a reasonable basis for our opinion.
A company’s internal control over financial reporting is a process designed to provide reasonable assurance regarding
the reliability of financial reporting and the preparation of financial statements for external purposes in accordance with
generally accepted accounting principles. A company’s internal control over financial reporting includes those policies
and procedures that (1) pertain to the maintenance of records that, in reasonable detail, accurately and fairly reflect the
transactions and dispositions of the assets of the company; (2) provide reasonable assurance that transactions are
recorded as necessary to permit preparation of financial statements in accordance with generally accepted accounting
principles, and that receipts and expenditures of the company are being made only in accordance with authorizations of
management and directors of the company; and (3) provide reasonable assurance regarding prevention or timely
detection of unauthorized acquisition, use, or disposition of the company’s assets that could have a material effect on the
financial statements.
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements.
Also, projections of any evaluation of effectiveness to future periods are subject to the risk that controls may become
inadequate because of changes in conditions, or that the degree of compliance with the policies or procedures may
deteriorate.
In our opinion, Insight Enterprises, Inc. maintained, in all material respects, effective internal control over financial
reporting as of December 31, 2010, based on criteria established in Internal Control – Integrated Framework issued by
COSO.
We also have audited, in accordance with the standards of the Public Company Accounting Oversight Board (United
States), the consolidated balance sheets of Insight Enterprises, Inc. and subsidiaries as of December 31, 2010 and 2009,
and the related consolidated statements of operations, stockholders’ equity and comprehensive income (loss), and cash
flows for each of the years in the three-year period ended December 31, 2010, and our report dated February 23, 2011
expressed an unqualified opinion on those consolidated financial statements.
/s/ KPMG LLP
Phoenix, Arizona
February 23, 2011
43
INSIGHT ENTERPRISES, INC.
CONSOLIDATED BALANCE SHEETS
(in thousands, except per share data)
Current assets:
ASSETS
December 31,
2010
2009
Cash and cash equivalents ......................................................................................... $ 123,763 $
Accounts receivable, net ............................................................................................
Inventories .................................................................................................................
Inventories not available for sale ...............................................................................
Deferred income taxes ...............................................................................................
Other current assets ...................................................................................................
Total current assets ...............................................................................................
1,135,951
106,734
50,677
23,283
49,289
1,489,697
68,066
998,770
77,694
47,722
35,750
32,318
1,260,320
Property and equipment, net ...................................................................................................
Goodwill ..................................................................................................................................
Intangible assets, net ................................................................................................................
Deferred income taxes .............................................................................................................
Other assets ..............................................................................................................................
141,399
16,474
69,081
73,796
12,836
150,103
15,829
82,483
78,489
16,097
$ 1,803,283 $ 1,603,321
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current liabilities:
Accounts payable ............................................................................................................ $ 881,688 $ 695,549
212,276
Accrued expenses and other current liabilities ..............................................................
875
Current portion of long-term debt ..................................................................................
54,135
Deferred revenue .............................................................................................................
962,835
Total current liabilities ..............................................................................................
187,457
997
67,373
1,137,515
Long-term debt ........................................................................................................................
Deferred income taxes .............................................................................................................
Other liabilities ........................................................................................................................
91,619
5,011
24,167
1,258,312
149,349
3,054
20,509
1,135,747
Commitments and contingencies
Stockholders’ equity:
Preferred stock, $0.01 par value, 3,000 shares authorized; no shares issued ................
Common stock, $0.01 par value, 100,000 shares authorized; 46,325 and 45,956
shares issued and outstanding in 2010 and 2009, respectively ..................................
Additional paid-in capital ...............................................................................................
Retained earnings ............................................................................................................
Accumulated other comprehensive income – foreign currency translation
adjustments ..................................................................................................................
Total stockholders’ equity .........................................................................................
-
-
463
377,277
149,349
460
372,021
73,864
17,882
21,229
544,971
467,574
$ 1,803,283 $ 1,603,321
See accompanying notes to consolidated financial statements.
44
INSIGHT ENTERPRISES, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except per share data)
Net sales ................................................................................................................ $ 4,809,930
4,163,833
Costs of goods sold ...............................................................................................
646,097
Gross profit ...................................................................................................
2010
Years Ended December 31,
2009
$ 4,136,905
3,568,291
568,614
2008
$ 4,825,489
4,161,906
663,583
Operating expenses:
Selling and administrative expenses ................................................................
Goodwill impairment ........................................................................................
Severance and restructuring expenses ..............................................................
Earnings (loss) from operations ...................................................................
Non-operating (income) expense:
Interest income ..................................................................................................
Interest expense ................................................................................................
Net foreign currency exchange loss (gain) ......................................................
Other expense, net ............................................................................................
Earnings (loss) from continuing operations before income taxes ...............
Income tax expense (benefit) ...............................................................................
Net earnings (loss) from continuing operations ...........................................
Earnings from a discontinued operation, net of taxes of $1,659 .................
Net earnings (loss) ................................................................................................ $
519,065
-
2,956
124,076
(714)
7,677
522
1,417
115,174
39,689
75,485
-
75,485
Net earnings (loss) per share - Basic:
Net earnings (loss) from continuing operations .......................................... $
Net earnings from a discontinued operation ................................................
Net earnings (loss) per share ........................................................................ $
Net earnings (loss) per share - Diluted:
Net earnings (loss) from continuing operations .......................................... $
Net earnings from a discontinued operation ................................................
Net earnings (loss) per share
$
1.63
-
1.63
1.61
-
1.61
502,102
-
13,608
52,904
561,987
397,247
8,595
(304,246)
(424)
10,790
(328)
1,123
41,743
10,970
30,773
2,801
33,574
(2,387)
13,479
9,629
1,107
(326,074)
(86,347)
(239,727)
-
$ (239,727)
$
0.67
0.06
0.73 $
(5.15)
-
(5.15)
0.67
0.06
0.73
$
$
(5.15)
-
(5.15)
$
$
$
$
$
Shares used in per share calculations:
Basic ..............................................................................................................
Diluted ..........................................................................................................
46,218
46,812
45,838
46,271
46,573
46,573
See accompanying notes to consolidated financial statements.
45
INSIGHT ENTERPRISES, INC.
CONSOLIDATED STATEMENTS OF STOCKHOLDERS’ EQUITY
AND COMPREHENSIVE INCOME (LOSS)
(in thousands)
Common Stock
Treasury Stock
Additional
Paid-in
Accumulated
Other
Comprehensive Retained
Total
Stockholders’
Balances at December 31, 2007 ....................
Issuance of common stock under
employee stock plans, net of shares
withheld for payroll taxes ..................
Stock-based compensation expense .........
Tax shortfall from stock-based
compensation .....................................
Repurchase of treasury stock ...................
Retirement of treasury stock ....................
Comprehensive loss:
Foreign currency translation
adjustment, net of tax .....................
Net loss ..............................................
Total comprehensive loss.........................
Balances at December 31, 2008 ....................
Issuance of common stock under
employee stock plans, net of shares
withheld for payroll taxes ..................
Stock-based compensation expense .........
Tax shortfall from stock-based
compensation .....................................
Comprehensive income:
Foreign currency translation
adjustment, net of tax .....................
Net earnings .......................................
Total comprehensive income ...................
Balances at December 31, 2009 ....................
Issuance of common stock under
employee stock plans, net of shares
withheld for payroll taxes ..................
Stock-based compensation expense .........
Tax shortfall from stock-based
compensation .....................................
Comprehensive income:
Foreign currency translation
adjustment, net of tax .....................
Net earnings .......................................
Total comprehensive income ...................
Balances at December 31, 2010 ....................
Shares Par Value
485
48,458 $
Shares Par Value Capital
Income
Earnings Equity
-
$
-
$ 391,380
$
47,760
$ 302,113 $
741,738
631
-
6
-
-
-
-
-
2,905
7,985
-
-
(3,494)
-
-
(35)
-
(3,494)
3,494
-
(50,000)
50,000
(2,737)
-
(27,869)
-
-
-
-
-
-
-
-
-
(22,096)
-
-
-
-
45,595
456
361
-
-
-
-
4
-
-
-
-
45,956
460
369
-
-
-
-
3
-
-
-
-
46,325 $
463
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
$
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
-
(38,202)
-
-
(239,727)
371,664
9,558
40,290
(695)
7,764
(6,712)
-
-
-
-
-
-
-
-
11,671
-
-
33,574
372,021
21,229
73,864
(1,384)
6,957
(317)
-
-
-
-
-
-
-
-
(3,347)
-
-
75,485
$377,277
$
17,882
$ 149,349
$
2,911
7,985
(2,737)
(50,000)
-
(38,202)
(239,727)
(277,929)
421,968
(691)
7,764
(6,712)
11,671
33,574
45,245
467,574
(1,381)
6,957
(317)
(3,347)
75,485
72,138
544,971
See accompanying notes to consolidated financial statements.
46
INSIGHT ENTERPRISES, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
Years Ended December 31,
2009
2010
2008
$ 30,773
2,801
33,574
$ (239,727)
-
(239,727)
Cash flows from operating activities:
Net earnings (loss) from continuing operations .......................................................... $ 75,485
-
75,485
Plus: net earnings from a discontinued operation .......................................................
Net earnings (loss) ...................................................................................................
Adjustments to reconcile net earnings (loss) to net cash provided by operating
activities:
Goodwill impairment ...............................................................................................
Depreciation and amortization .................................................................................
Provision for losses on accounts receivable ............................................................
Write-downs of inventories .....................................................................................
Non-cash stock-based compensation .......................................................................
Non-cash gain from arbitrated claim, net of tax ......................................................
Excess tax benefit from employee gains on stock-based compensation ................
Deferred income taxes .............................................................................................
-
38,013
1,626
6,825
6,957
-
(1,073)
18,057
-
41,163
7,377
7,444
7,764
(2,801)
-
8,214
Changes in assets and liabilities:
(Increase) decrease in accounts receivable ..........................................................
(Increase) decrease in inventories ........................................................................
(Increase) decrease in other current assets ...........................................................
Decrease in other assets .......................................................................................
Increase (decrease) in accounts payable ..............................................................
Increase (decrease) in deferred revenue ...............................................................
(Decrease) increase in accrued expenses and other liabilities .............................
Net cash provided by operating activities .......................................................
(153,905)
(39,232)
(16,884)
3,794
157,556
15,284
(14,322)
98,181
10,981
1,813
1,461
2,743
(15,207)
16,806
1,342
122,674
397,247
41,239
3,452
7,614
7,985
-
(111)
(108,088)
45,463
(11,901)
9,632
9,085
(22,318)
(7,506)
9,680
141,746
Cash flows from investing activities:
Acquisition of Calence, net of cash acquired ..........................................................
Acquisition of MINX, net of cash acquired ............................................................
Purchases of property and equipment ......................................................................
Other .........................................................................................................................
Net cash used in investing activities ...............................................................
(5,123)
-
(17,972)
-
(23,095)
(21,713)
-
(14,707)
-
(36,420)
(124,671)
(1,595)
(26,647)
(900)
(153,813)
Cash flows from financing activities:
Borrowings on senior revolving credit facility ........................................................
1,150,136
Repayments on senior revolving credit facility ....................................................... (1,207,136)
65,000
Borrowings on accounts receivable securitization financing facility .....................
(65,000)
Repayments on accounts receivable securitization financing facility ...................
-
Repayments on term loan ........................................................................................
(927)
Payments on capital lease obligation .......................................................................
40,830
Net borrowings under inventory financing facility .................................................
-
Repayments on debt assumed in Calence and MINX acquisitions .......................
(490)
Payment of deferred financing fees ........................................................................
49
Proceeds from sales of common stock under employee stock plans ......................
1,073
Excess tax benefit from employee gains on stock-based compensation ................
(1,429)
Payment of payroll taxes on stock-based compensation through shares withheld .
Repurchases of common stock ................................................................................
-
(17,894)
Net cash (used in) provided by financing activities ............................................
(1,495)
Foreign currency exchange effect on cash flows ..............................................................
55,697
Increase (decrease) in cash and cash equivalents .............................................................
Cash and cash equivalents at beginning of year ...............................................................
68,066
Cash and cash equivalents at end of year ......................................................................... $ 123,763
1,043,373
(1,124,373)
165,000
(165,000)
-
(324)
13,378
-
(1,632)
-
-
(691)
-
(70,269)
2,906
18,891
49,175
989,606
(761,606)
466,874
(612,874)
(56,250)
-
48,889
(10,978)
(3,779)
5,031
111
(2,120)
(50,000)
12,904
(8,380)
(7,543)
56,718
$ 68,066 $ 49,175
Supplemental disclosures of cash flow information:
Cash paid during the year for interest ...................................................................... $
4,516
Cash paid during the year for income taxes ........................................................ $ 11,584
$
$
5,207 $ 12,328
4,101 $ 34,420
See accompanying notes to consolidated financial statements.
47
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
(1) Operations and Summary of Significant Accounting Policies
Description of Business
We are a leading provider of information technology (“IT”) hardware, software and services to small, medium and
large businesses and public sector clients in North America, Europe, the Middle East, Africa and Asia-Pacific. The
Company is organized in the following three operating segments, which are primarily defined by their related
geographies:
Operating Segment
North America
Geography
United States and Canada
EMEA
APAC
Europe, Middle East and Africa
Asia-Pacific
Currently, our offerings in North America and the United Kingdom include IT hardware, software and services. Our
offerings in the remainder of our EMEA segment and in APAC currently only include software and select software-
related services.
Acquisitions and Dispositions
On July 10, 2008, we acquired MINX Limited (“MINX”), a United Kingdom-based networking services company
for an initial cash purchase price of approximately $1,500,000 and the assumption of approximately $3,900,000 of
existing debt. Founded in 2002, MINX was a network integrator with Cisco Gold Partner accreditation in the United
Kingdom.
On April 1, 2008, we completed the acquisition of Calence, LLC (“Calence”), a United States-based independent
technology service provider specializing in Cisco networking solutions, unified communications and managed services,
for a cash purchase price of $125,000,000 plus working capital adjustments of $3,649,000. During the years ended
December 31, 2010, 2009 and 2008, we recorded an additional $645,000, $15,829,000 and $10,362,000, respectively, of
purchase price consideration and the related accrued interest thereon as a result of Calence achieving certain performance
targets during the year. Such amounts were recorded as additional goodwill (see Note 3). We also assumed Calence’s
existing debt totaling approximately $7,311,000, of which $7,100,000 was repaid by us at closing. The Calence
acquisition was funded, in part, using borrowings under our senior revolving credit facility.
Principles of Consolidation and Presentation
The consolidated financial statements include the accounts of Insight Enterprises, Inc. and its wholly owned
subsidiaries. All significant intercompany balances and transactions have been eliminated in consolidation. References to
“the Company,” “Insight,” “we,” “us,” “our” and other similar words refer to Insight Enterprises, Inc. and its
consolidated subsidiaries, unless the context suggests otherwise.
Use of Estimates
The preparation of consolidated financial statements in conformity with U.S. generally accepted accounting principles
(“GAAP”) requires management to make estimates and assumptions that affect the reported amounts of assets and liabilities
and disclosure of contingent assets and liabilities at the date of the consolidated financial statements. Additionally, these
estimates and assumptions affect the reported amounts of sales and expenses during the reporting period. Actual results
could differ from those estimates. On an ongoing basis, we evaluate our estimates, including those related to sales
recognition, anticipated achievement levels under partner funding programs, assumptions related to stock-based
compensation valuation, allowances for doubtful accounts, litigation-related obligations, valuation allowances for deferred
tax assets and impairment of long-lived assets, including purchased intangibles and goodwill, if indicators of potential
impairment exist.
48
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Cash Equivalents
We consider all highly liquid investments with maturities at the date of purchase of three months or less to be cash
equivalents.
Allowance for Doubtful Accounts
We establish an allowance for doubtful accounts using estimated losses on accounts receivable based on evaluation
of the aging of the receivables, historical write-offs and the current economic environment. We write off individual
accounts against the reserve when we become aware of a client’s or vendor’s inability to meet its financial obligations,
such as in the case of bankruptcy filings, or deterioration in the client’s or vendor’s operating results or financial
position.
Inventories
We state inventories, principally purchased IT hardware, at the lower of weighted average cost (which approximates
cost under the first-in, first-out method) or market. We evaluate inventories for excess, obsolescence or other factors that
may render inventories unmarketable at normal margins. Write-downs are recorded so that inventories reflect the
approximate net realizable value and take into account our contractual provisions with our partners governing price
protection, stock rotation and return privileges relating to obsolescence.
Inventories not available for sale relate to product sales transactions in which we are warehousing the product and
will be deploying the product to clients’ designated locations subsequent to period-end. Additionally, we may perform
services on a portion of the product prior to shipment to our clients and will be paid a fee for doing so. Although these
product contracts are non-cancelable with customary credit terms beginning the date the inventories are segregated in our
warehouse and invoiced to the client and the warranty periods begin on the date of invoice, these transactions do not
meet the sales recognition criteria under GAAP. Therefore, we do not record sales and the inventories are classified as
“inventories not available for sale” on our consolidated balance sheet until the product is delivered. If clients remit
payment before we deliver product to them, we record the payments received as “deferred revenue” on our consolidated
balance sheet until such time as the product is delivered.
Property and Equipment
We record property and equipment at cost. We capitalize major improvements and betterments, while maintenance,
repairs and minor replacements are expensed as incurred. Depreciation or amortization is provided using the straight-
line method over the following estimated economic lives of the assets:
Leasehold improvements ................................
Furniture and fixtures ......................................
Equipment .......................................................
Software ...........................................................
Buildings ..........................................................
Estimated Economic Life
Shorter of underlying lease
term or asset life
2 – 7 years
3 – 5 years
3 – 10 years
29 years
Costs incurred to develop internal-use software during the application development stage, including capitalized
interest, are recorded in property and equipment at cost. External direct costs of materials and services consumed in
developing or obtaining internal-use computer software and payroll and payroll-related costs for teammates who are
directly associated with and who devote time to internal-use computer software development projects, to the extent of the
time spent directly on the project and specific to application development, are capitalized.
Reviews are regularly performed to determine whether facts and circumstances exist which indicate that the useful life
is shorter than originally estimated or the carrying amount of assets may not be recoverable. When an indication exists that
the carrying amount of long-lived assets may not be recoverable, we assess the recoverability of our assets by comparing the
projected undiscounted net cash flows associated with the related asset or group of assets over their remaining lives
against their respective carrying amounts. Such impairment test is based on the lowest level for which identifiable cash
flows are largely independent of the cash flows of other groups of assets and liabilities. Impairment, if any, is based on
the excess of the carrying amount over the estimated fair value of those assets.
49
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Goodwill
Goodwill is recorded when the purchase price paid for an acquisition exceeds the estimated fair value of net identified
tangible and intangible assets acquired. We perform an annual review in the fourth quarter of every year, or more
frequently if indicators of potential impairment exist, to determine if the carrying value of recorded goodwill is impaired.
The impairment review process compares the fair value of the reporting unit in which goodwill resides to its carrying value.
See additional discussion of the impairment review process and impairments recorded in 2008 at Note 3.
Intangible Assets
We amortize intangible assets acquired in the acquisitions of MINX, Calence and Software Spectrum using the
straight-line method over the following estimated economic lives of the intangible assets from the date of acquisition:
Customer relationships ...........................................
Acquired technology related assets ........................
Backlog ...................................................................
Non-compete agreements .......................................
Estimated Economic Life
8 – 11 years
5 years
10 months – 5 years
1 – 2 years
We regularly perform reviews to determine if facts and circumstances exist which indicate that the useful lives of our
long-lived assets are shorter than originally estimated or the carrying amount of these assets may not be recoverable. When
an indication exists that the carrying amount of long-lived assets may not be recoverable, we assess the recoverability of our
assets by comparing the projected undiscounted net cash flows associated with the related asset or group of assets over
their remaining lives against their respective carrying amounts. Such impairment test is based on the lowest level for
which identifiable cash flows are largely independent of the cash flows of other groups of assets and liabilities.
Impairment, if any, is based on the excess of the carrying amount over the estimated fair value of those assets.
Book Overdrafts
Book overdrafts represent the amount by which outstanding checks issued, but not yet presented to our banks for
disbursement, exceed balances on deposit in applicable bank accounts and a legal right of offset with our positive cash
balances in other financial institution accounts does not exist. Our book overdrafts, which are not directly linked to a
credit facility or other bank overdraft arrangement, do not result in an actual bank financing, but rather constitute normal
unpaid trade payables at the end of a reporting period. These amounts are included within our accounts payable balance
in our consolidated balance sheets. The changes in these book overdrafts are included as a component of cash flows
from operating activities in our consolidated statements of cash flows.
Trade Credits
Trade credit liabilities arise from aged unclaimed credit memos, duplicate payments, payments for returned product
or overpayments made to us by our clients, and, to a lesser extent, from goods received by us from a supplier for which
we were never invoiced. Trade credit liabilities are included in accrued expenses and other current liabilities in our
consolidated balance sheet. We derecognize the liability if and only if it has been extinguished, upon either (1) our
payment of the liability to relieve our obligation or (2) our legal release from the related obligation. During the years
ended December 31, 2010 and 2009, $8,617,000 and $3,866,000, respectively, was recorded as a reduction of costs of
goods sold as result of the negotiated settlement or other legal release of trade credits.
Self Insurance
We are self-insured in the U.S. for medical insurance up to certain annual stop-loss limits and workers’
compensation claims up to certain deductible limits. We establish reserves for claims, both reported and incurred but not
reported, using currently available information as well as our historical claims experience. As of December 31, 2010, we
have $700,000 on deposit with our claims administrator which acts as security for our future payment obligations under
our workers’ compensation program.
50
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Foreign Currencies
We use the U.S. dollar as our reporting currency. The functional currencies of our significant foreign subsidiaries are
generally the local currencies. Accordingly, assets and liabilities of the subsidiaries are translated into U.S. dollars at the
exchange rate in effect at the balance sheet dates. Income and expense items are translated at the average exchange rate for
each month within the year. The resulting translation adjustments are recorded directly in accumulated other
comprehensive income as a separate component of stockholders’ equity. Net foreign currency transaction gains/losses,
including transaction gains/losses on intercompany balances that are not of a long-term investment nature and non-
functional currency cash balances, are reported as a separate component of non-operating (income) expense in our
consolidated statements of operations.
Derivative Financial Instruments
We enter into forward foreign exchange contracts to mitigate the risk of non-functional currency monetary assets
and liabilities on our consolidated financial statements. These forward contracts are not designated as hedge instruments.
The fair value of all derivative assets and liabilities are recorded gross in the other current assets and other current
liabilities section of the balance sheet. Gains/losses are recorded net in non-operating (income) expense.
Treasury Stock
We record repurchases of our common stock as treasury stock at cost. We also record the subsequent retirement of
these treasury shares at cost. The excess of the cost of the shares retired over their par value is allocated between additional
paid-in capital and retained earnings. The amount recorded as a reduction of paid-in capital is based on the excess of the
average original issue price of the shares over par value. The remaining amount is recorded as a reduction of retained
earnings.
Sales Recognition
Sales are recognized when title and risk of loss are passed to the client, there is persuasive evidence of an arrangement
for sale, delivery has occurred and/or services have been rendered, the sales price is fixed or determinable and collectibility
is reasonably assured. Usual sales terms are F.O.B. shipping point or equivalent, at which time title and risk of loss have
passed to the client. However, because we either (i) have a general practice of covering client losses while products are in
transit despite title and risk of loss contractually transferring at the point of shipment or (ii) have specifically stated F.O.B.
destination contractual terms with the client, delivery is not deemed to have occurred until the point in time when the
product is received by the client.
We make provisions for estimated product returns that we expect to occur under our return policy based upon historical
return rates. Our manufacturers warrant most of the products we market, and it is our policy to request that clients return
their defective products directly to the manufacturer for warranty service. On selected products, and for selected client
service reasons, we may accept returns directly from the client and then either credit the client or ship a replacement
product. We generally offer a limited 15- to 30-day return policy for unopened products and certain opened products,
which are consistent with manufacturers’ terms; however, for some products we may charge restocking fees. Products
returned opened are processed and returned to the manufacturer or partner for repair, replacement or credit to us. We
resell most unopened products returned to us. Products that cannot be returned to the manufacturer for warranty
processing, but are in working condition, are sold to inventory liquidators, to end users as “previously sold” or “used”
products, or through other channels to reduce our losses from returned products.
We record freight billed to our clients as net sales and the related freight costs as costs of goods sold. We report
sales net of any sales-based taxes assessed by governmental authorities that are imposed on and concurrent with sales
transactions.
Revenue is recognized from software sales when clients acquire the right to use or copy software under license, but in
no case prior to the commencement of the term of the initial software license agreement, provided that all other revenue
recognition criteria have been met (i.e., delivery, evidence of the arrangement exists, the fee is fixed or determinable and
collectibility of the fee is probable).
51
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
From time to time, the sale of hardware and software products may also include the provision of services and the
associated contracts contain multiple elements or non-standard terms and conditions. Sales of services currently represent a
small percentage of our net sales. Net sales of services that are performed at client locations are often service-only contracts
and are recorded as sales when the services are performed and completed. If the service is performed at a client location
in conjunction with a hardware, software or other services sale, we recognize net sales for delivered items only when all
of the following criteria are satisfied:
(cid:2)
(cid:2)
(cid:2)
the delivered item(s) has value to the client on a stand-alone basis;
there is objective and reliable evidence of the fair value of the undelivered item(s); and
if the arrangement includes a general right of return relative to the delivered item, delivery or performance of
the undelivered item(s) is considered probable and substantially in our control.
We sell certain third-party service contracts and software assurance or subscription products for which we are not
the primary obligor. These sales do not meet the criteria for gross sales recognition, and thus are recorded on a net sales
recognition basis. As we enter into contracts with third-party service providers or vendors, we evaluate whether the
subsequent sales of such services should be recorded as gross sales or net sales. We determine whether we act as a
principal in the transaction and assume the risks and rewards of ownership or if we are simply acting as an agent or
broker. Under gross sales recognition, the entire selling price is recorded in sales and our cost to the third-party service
provider or vendor is recorded in costs of goods sold. Under net sales recognition, the cost to the third-party service
provider or vendor is recorded as a reduction to sales, resulting in net sales equal to the gross profit on the transaction,
and there are no costs of goods sold.
Additionally, we sell certain professional services contracts on a fixed fee basis. Revenues for fixed fee professional
services contracts are recognized based on the ratio of costs incurred to total estimated costs. Net sales for these service
contracts are not a significant portion of our consolidated net sales.
Costs of Goods Sold
Costs of goods sold include product costs, direct costs incurred associated with delivering services, outbound and
inbound freight costs and provisions for inventory reserves. These costs are reduced by provisions for supplier discounts
and certain payments and credits received from partners, as described under “Partner Funding” below.
Selling and Administrative Expenses
Selling and administrative expenses include salaries and wages, bonuses and incentives, stock-based compensation
expense, employee-related expenses, facility-related expenses, marketing and advertising expense, reduced by certain
payments and credits received from partners related to shared marketing expense programs, as described under “Partner
Funding” below, depreciation of property and equipment, professional fees, amortization of intangible assets, provisions
for losses on accounts receivable and other operating expenses.
Partner Funding
We receive payments and credits from partners, including consideration pursuant to volume sales incentive
programs, volume purchase incentive programs and shared marketing expense programs. Partner funding received
pursuant to volume sales incentive programs is recognized as it is earned as a reduction to costs of goods sold. Partner
funding received pursuant to volume purchase incentive programs is allocated as a reduction to inventories based on the
applicable incentives earned from each partner and is recorded in cost of goods sold as the inventory is sold. Partner
funding received pursuant to shared marketing expense programs is recorded as it is earned as a reduction of the related
selling and administrative expenses in the period the program takes place only if the consideration represents a
reimbursement of specific, incremental, identifiable costs. Consideration that exceeds the specific, incremental,
identifiable costs is classified as a reduction of costs of goods sold. The amount of partner funding recorded as a
reduction of selling and administrative expenses totaled $23,826,000, $19,755,000 and $21,523,000 for the years ended
December 31, 2010, 2009 and 2008, respectively.
52
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Concentrations of Risk
Credit Risk
Although we are affected by the international economic climate, management does not believe material credit risk
concentration existed at December 31, 2010. We monitor our clients’ financial condition and do not require collateral.
No single client accounted for more than 3% of our consolidated net sales in 2010.
Supplier Risk
Purchases from Microsoft and Ingram Micro (a distributor) accounted for approximately 27% and 10%,
respectively, of our aggregate purchases in 2010. No other partner accounted for more than 10% of purchases in 2010.
Our top five partners as a group for 2010 were Microsoft, Ingram Micro, HP, Cisco and Tech Data (a distributor), and
approximately 61% of our total purchases during 2010 came from this group of partners. Although brand names and
individual products are important to our business, we believe that competitive sources of supply are available in
substantially all of our product categories such that, with the exception of Microsoft, we are not dependent on any single
partner for sourcing products.
Advertising Costs
Advertising costs are expensed as they are incurred. Advertising expense of $23,736,000, $21,751,000 and
$26,447,000 was recorded for the years ended December 31, 2010, 2009 and 2008, respectively. These amounts were
partially offset by partner funding earned pursuant to shared marketing expense programs recorded as a reduction of
selling and administrative expenses, as discussed above.
Stock-Based Compensation
Stock-based compensation is measured based on the fair value of the award on the date of grant and the
corresponding expense is recognized over the period during which an employee is required to provide service in
exchange for the reward. Stock-based compensation expense is classified in the same line item of the consolidated
statements of operations as other payroll-related expenses specific to the employee. Compensation expense related to
service-based RSUs is recognized on a straight-line basis over the requisite service period for the entire award.
Compensation expense related to performance-based RSUs is recognized on a straight-line basis over the requisite
service period for each separately vesting portion of the award as if the award was, in-substance, multiple awards (i.e., a
graded vesting basis).
Income Taxes
Income taxes are accounted for under the asset and liability method. Deferred tax assets and liabilities are
recognized for the future tax consequences attributable to differences between the financial statement carrying amounts
of existing assets and liabilities and their respective tax bases and operating loss and tax credit carry forwards. Deferred
tax assets and liabilities are measured using enacted tax rates expected to apply to taxable earnings in the years in which
those temporary differences are expected to be recovered or settled. The effect on deferred tax assets and liabilities of a
change in tax rates is recognized in earnings in the period that includes the enactment date.
53
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Net Earnings (Loss) From Continuing Operations Per Share (“EPS”)
Basic EPS is computed by dividing net earnings (loss) from continuing operations available to common stockholders
by the weighted-average number of common shares outstanding during each year. Diluted EPS is computed on the basis
of the weighted average number of shares of common stock plus the effect of dilutive potential common shares
outstanding during the period using the treasury stock method. Dilutive potential common shares include outstanding
stock options, restricted stock awards and restricted stock units. For periods with a net loss from continuing operations,
no potential common shares are included in the diluted EPS computations because they would result in an antidilutive
effect on the per share amount. A reconciliation of the denominators of the basic and diluted EPS calculations follows
(in thousands, except per share data):
Years Ended December 31,
2010
2009
2008
Numerator:
Net earnings (loss) from continuing operations ...................... $
75,485
$
30,773 $
(239,727)
Denominator:
Weighted-average shares used to compute basic EPS ............
Potential dilutive common shares due to dilutive stock
options and restricted stock awards and units .....................
Weighted-average shares used to compute diluted EPS .........
46,218
594
46,812
45,838
433
46,271
46,573
-
46,573
Net earnings (loss) from continuing operations per share:
Basic ....................................................................................... $
Diluted .................................................................................... $
1.63 $
1.61 $
0.67 $
0.67 $
(5.15)
(5.15)
The following weighted-average outstanding stock options during the years ended December 31, 2010, 2009 and
2008 were not included in the diluted EPS calculations because the exercise prices of these options were greater than the
average market price of our common stock during the respective periods (in thousands):
Years Ended December 31,
2010
2009
2008
Weighted-average outstanding stock options having no
dilutive effect ....................................................................
343
1,554
-
No potential common shares were included in the diluted EPS computation for the year ended December 31, 2008
because of the net loss from continuing operations for the year, which would result in an antidilutive effect on the per
share amount.
Recently Issued Accounting Standards
In September 2009, the FASB issued EITF Issue No. 08-1 “Revenue Arrangements with Multiple Deliverables.”
EITF No. 08-1 amends ASC 605 “Revenue Recognition – Multiple-Element Arrangements,” previously EITF Issue No.
00-21, “Revenue Arrangements with Multiple Deliverables,” to eliminate the requirement that all undelivered elements
have objective and reliable evidence of their fair value before an entity can recognize the portion of an overall
arrangement fee that is attributable to items that already have been delivered. In the absence of objective and reliable
evidence of the standalone selling price for one or more delivered or undelivered elements in a multiple element
arrangement, entities will be required to estimate the selling prices of those elements. The overall arrangement fee will
be allocated to each element (both delivered and undelivered items) based on their relative selling prices, regardless of
whether those selling prices are based on objective and reliable evidence or the entity’s estimated selling price.
Application of the “residual method” of allocating an overall arrangement fee between delivered and undelivered
elements will no longer be permitted upon adoption of EITF 08-1. Additionally, the new guidance will require entities to
disclose more information about their multiple element revenue arrangements. Adoption of this amendment to ASC 605
is required for revenue arrangements entered into or materially modified during the Company’s fiscal year beginning
January 1, 2011. The adoption of this accounting guidance effective January 1, 2011 is not expected to have a material
effect on our consolidated results of operations and related disclosures because we currently do not have any material
instances in which we account for revenue from multiple element arrangements when vendor-specific objective evidence
does not exist.
54
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
In September 2009, the FASB issued EITF Issue No. 09-3 “Certain Revenue Arrangements That Include Software
Elements.” EITF 09-3 amends ASC 985 “Software,” previously AICPA Statement of Position No. 97-2, “Software
Revenue Recognition” and its related interpretive guidance, to exclude from its scope tangible products that contain both
software and non-software components that function together to deliver a product’s essential functionality. Adoption of
this amendment to ASC 985 is also required for revenue arrangements entered into or materially modified during the
Company’s fiscal year beginning January 1, 2011. The adoption of this accounting guidance effective January 1, 2011 is
not expected to have any effect on our consolidated results of operations and related disclosures based on the nature of
our revenue transactions.
(2) Property and Equipment
Property and equipment consist of the following (in thousands):
December 31,
2010
2009
Software .................................................................................................. $
Buildings .................................................................................................
Equipment ...............................................................................................
Furniture and fixtures ..............................................................................
Leasehold improvements .........................................................................
Land.........................................................................................................
Accumulated depreciation and amortization ...........................................
Property and equipment, net .................................................................... $
125,222 $
73,055
65,278
34,344
19,595
7,714
325,208
(183,809)
141,399 $
120,451
72,874
57,810
33,122
19,082
7,668
311,007
(160,904)
150,103
During 2010, we periodically assessed whether any indicators of impairment existed related to our property and
equipment. No indicators of impairment were identified during 2010.
Depreciation and amortization expense related to property and equipment was $26,055,000, $28,734,000 and $27,371,000
for the years ended December 31, 2010, 2009 and 2008, respectively. Depreciation and amortization expense in 2009 includes
$1,252,000 of accelerated amortization associated with certain software licenses due to our decision to not utilize them in the
future. Interest charges in the amount of $24,000, $9,000 and $121,000 were capitalized in connection with internal-use
software development projects in the years ended December 31, 2010, 2009 and 2008, respectively.
(3) Goodwill
The changes in the carrying amount of goodwill for the years ended December 31, 2010, 2009 and 2008 are as
follows (in thousands):
North America
EMEA
$
67,377
APAC
$
16,865
Consolidated
304,573
$
Balance at December 31, 2007 ......... $
Goodwill recorded in connection
with the acquisition of Calence .....
Goodwill recorded in connection
with the acquisition of MINX .......
Impairment charge .............................
Other adjustments ..............................
Balance at December 31, 2008 .........
Goodwill recorded as additional
purchase price consideration
relating to Calence .........................
Balance at December 31, 2009 .........
Goodwill recorded as additional
purchase price consideration
relating to Calence .........................
Balance at December 31, 2010 ......... $
220,331
104,071
-
(323,422)
(980)
-
15,829
15,829
645
16,474
$
-
9,108
(59,852)
(16,633)
-
-
-
-
-
-
-
(13,973)
(2,892)
-
104,071
9,108
(397,247)
(20,505)
-
-
-
15,829
15,829
$
-
- $
645
16,474
Goodwill is required to be tested for impairment at the reporting unit level on an annual basis and between annual
tests if an event occurs or circumstances change that would more likely than not reduce the fair value of the reporting
unit below its carrying value. Multiple valuation techniques can be used to assess the fair value of the reporting unit. All
55
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
of these techniques include the use of estimates and assumptions that are inherently uncertain. Changes in these
estimates and assumptions could materially affect the determination of fair value or goodwill impairment, or both. The
Company has three reporting units, which are the same as our operating segments. At December 31, 2007, our goodwill
balance of $304,573,000 was allocated among all three of our operating segments, which represented the purchase price
in excess of the net amount assigned to assets acquired and liabilities assumed in connection with previous acquisitions,
adjusted for changes in foreign currency exchange rates. We tested goodwill for impairment during the fourth quarter of
2007. At that time, we concluded that the fair value of each of our reporting units was in excess of the carrying value.
On April 1, 2008, we acquired Calence, which has been integrated into our North America business. On July 10,
2008, we acquired MINX, which has been integrated into our EMEA business. Under the purchase method of
accounting, the purchase price for each acquisition was allocated to the tangible and identifiable intangible assets
acquired and liabilities assumed based on their estimated fair values. The excess purchase price over fair value of net
assets acquired of $93,709,000 and $9,108,000 for Calence and MINX, respectively, was recorded as goodwill in the
respective reporting unit. During the year ended December 31, 2008, we accrued an additional $9,830,000 of purchase
price consideration (the “earnout”) and $532,000 of accrued interest thereon as a result of Calence achieving certain
performance targets during 2008. Such amounts were recorded as additional goodwill. The Calence acquisition and
resulting additional goodwill of $104,071,000, including the earnout and accrued interest amounts, was recorded as part
of our North America reporting unit.
In consideration of market conditions and the decline in our overall market capitalization resulting from decreases in
the market price of Insight’s publicly traded common stock during the three months ended June 30, 2008, we evaluated
whether an event (a “triggering event”) had occurred during the second quarter that would require us to perform an
interim period goodwill impairment test. Subsequent to the first quarter of 2008, the Company experienced a relatively
consistent decline in market capitalization due to deteriorating market conditions and a significant decline subsequent to
our announcement of preliminary first quarter 2008 results on April 23, 2008. During the first quarter of 2008, the
market price of Insight’s publicly traded common stock ranged from a high of $19.00 to a low of $15.49, ending the
quarter at $17.50 on March 31, 2008. During the second quarter of 2008, the market price of Insight’s publicly traded
common stock ranged from a high of $18.20 to a low of $11.00 on April 24, 2008, when the price dropped by 22.5% and
did not return to levels previous to that single day drop through the end of the quarter. Based on the sustained significant
decline in the market price of our common stock during the second quarter of 2008, we concluded that a triggering event
had occurred subsequent to March 31, 2008, which would more likely than not reduce the fair value of one or more of
our reporting units below its respective carrying value.
As a result, we performed the first step of the two-step goodwill impairment test in the second quarter of 2008 and
compared the fair values of our reporting units to their carrying values. The fair values of our reporting units were
determined using established valuation techniques, specifically the market and income approaches. We determined that
the fair value of the North America reporting unit was less than the carrying value of the net assets of the reporting unit,
and thus, we performed step two of the impairment test for the North America reporting unit. The results of the first step
of the two-step goodwill impairment test indicated that the fair value of each of our EMEA and APAC reporting units
was in excess of the carrying value, and thus we did not perform step two of the impairment test for EMEA or APAC.
In step two of the impairment test, we determined the implied fair value of the goodwill in our North America
reporting unit and compared it to the carrying value of the goodwill. We allocated the fair value of the North America
reporting unit to all of its assets and liabilities as if the reporting unit had been acquired in a business combination and
the fair value of the North America reporting unit was the price paid to acquire the reporting unit. The excess of the fair
value of the reporting unit over the amounts assigned to its assets and liabilities is the implied fair value of goodwill.
Our step two analysis resulted in no implied fair value of goodwill for the North America reporting unit, and therefore,
we recognized a non-cash goodwill impairment charge of $313,776,000, which represented the entire goodwill balance
recorded in our North America operating segment as of June 30, 2008, including the entire amount of the goodwill
recorded in connection with the Calence acquisition, including the earnout through June 30, 2008. The charge is
included in the loss from continuing operations for the year ended December 31, 2008.
Subsequent to the announcement of our results of operations for the second quarter of 2008 on August 11, 2008, the
Company experienced a relatively consistent increase in market capitalization. During the third quarter of 2008, the
market price of Insight’s publicly traded common stock ranged from a low of $10.70 to a high of $17.11, ending the
quarter at $13.41 on September 30, 2008. We concluded that during the third quarter of 2008, a triggering event had not
occurred that would more likely than not reduce the fair value of one or more of our reporting units below its respective
carrying value.
56
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
We performed our annual review of goodwill in the fourth quarter of 2008. The fair values of our reporting units
were determined using established valuation techniques, specifically the market and income approaches. We determined
that the fair value of each of our three reporting units was less than the carrying value of the net assets of the respective
reporting unit, and thus we performed step two of the impairment test for each of our three reporting units. Our step two
analyses resulted in no implied fair value of goodwill for any of our three reporting units, and therefore, we recognized a
non-cash goodwill impairment charge of $83,471,000, which represented the entire amount of the goodwill recorded all
three of our operating segments as of December 31, 2008, including goodwill recorded in connection with the earnout
associated with the Calence acquisition, part of our North America operating segment, since June 30, 2008. The charge
is included in the loss from continuing operations for the year ended December 31, 2008.
The other adjustments to goodwill in 2008 primarily consist of foreign currency translation adjustments. During the
year ended December 31, 2008, the adjustments in EMEA also include the reversal of valuation allowances totaling
$5,800,000 relating to our United Kingdom and France net operating loss carryforward deferred tax assets (see Note 10).
During the year ended December 31, 2009, we recorded $15,829,000 of additional purchase price consideration and
the related accrued interest thereon as a result of Calence, acquired April 1, 2008, achieving certain performance targets
during 2009. The additional goodwill was recorded as part of our North America reporting unit. In April and November
2009, cash payments of $12,834,000 and $8,879,000, respectively, were made to the former owners of Calence related to
additional purchase price consideration and the related interest thereon earned in 2008 and 2009 prior to each scheduled
payment date. Such amounts are reflected as an investing activity within our consolidated statements of cash flows.
During the year ended December 31, 2010, we recorded $645,000 of additional purchase price consideration and the
related accrued interest thereon as a result of Calence achieving certain performance targets during the first quarter of
2010. The additional goodwill was recorded as part of our North America reporting unit. The final payment of
$5,123,000 for additional purchase price consideration and the related accrued interest thereon was paid to the former
owners of Calence on April 1, 2010.
During 2010, we periodically assessed whether any indicators of impairment existed which would require us to
perform an interim impairment review. As of each interim period end during the year, we concluded that a triggering
event had not occurred that would more likely than not reduce the fair value of our North America reporting unit (the
only reporting unit with a goodwill balance at any period end) below its carrying value. We performed our annual test of
goodwill for impairment during the fourth quarter of 2010. The results of the first step of the two-step goodwill
impairment test indicated that the fair value of our North America reporting unit was in excess of the carrying value, and
thus we did not perform step two of the impairment test.
(4)
Intangible Assets
Intangible assets acquired in the acquisition of MINX, Calence and Software Spectrum consist of the following (in
thousands):
December 31,
2010
2009
Customer relationships ............................................................................ $
Backlog ...................................................................................................
Acquired technology related assets .........................................................
Non-compete agreements ........................................................................
Accumulated amortization ......................................................................
Intangible assets, net ............................................................................... $
110,743 $
7,393
1,700
-
119,836
(50,755)
69,081 $
112,295
7,405
1,700
270
121,670
(39,187)
82,483
During 2010, we periodically assessed whether any indicators of impairment existed related to our intangible assets.
As a result of the Company’s largest software partner informing resellers that it intends to change certain elements of its
channel incentive programs effective in late 2011 that could adversely affect the Company’s results of operations,
primarily beginning in 2012, we assessed the recoverability of our Software Spectrum acquired customer relationships
intangible asset by comparing the projected undiscounted net cash flows associated with the related asset over its
remaining life against its carrying amount. We concluded that the estimated fair value of our Software Spectrum
acquired customer relationships intangible asset exceeded its carrying amount, and no impairment was indicated.
57
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Amortization expense recognized for the years ended December 31, 2010, 2009 and 2008 was $11,958,000,
$12,429,000 and $13,868,000, respectively. The non-compete agreements were fully amortized in June 2010. Future
amortization expense is estimated as follows (in thousands):
Years Ending December 31,
2011 ...................................................................................................... $
2012 ......................................................................................................
2013 ......................................................................................................
2014 ......................................................................................................
2015 ......................................................................................................
Thereafter ..............................................................................................
Total amortization expense ............................................................ $
Amortization Expense
12,080
11,863
10,900
10,900
10,900
12,438
69,081
(5)
Accrued Expenses and Other Current Liabilities
Included in accrued expenses and other current liabilities as of December 31, 2010 and 2009 is $30,703,000 and
$62,289,000, respectively, of trade credit liabilities.
Included in accrued expenses and other current liabilities as of December 31, 2010 and 2009 is an accrual for
$74,223,000 and $62,760,000, respectively, of sales tax, value-added tax and other indirect taxes.
(6)
Debt, Capital Lease Obligation and Inventory Financing Facility
Debt
Our long-term debt consists of the following (in thousands):
Senior revolving credit facility .......................................................................... $
Accounts receivable securitization financing facility ........................................
Capital lease obligation .....................................................................................
Total ...........................................................................................................
Less: current portion of obligation under capital lease ......................................
Less: current portion of revolving credit facilities ............................................
Long-term debt ........................................................................................... $
December 31,
2010
2009
90,000 $
-
2,616
92,616
(997)
-
91,619 $
147,000
-
3,224
150,224
(875)
-
149,349
On April 1, 2008, we entered into a five-year $300,000,000 senior revolving credit facility. Amounts outstanding
under the senior revolving credit facility bear interest, payable quarterly, at a floating rate equal to the prime rate or, at
our option, a LIBOR rate plus a pre-determined spread of 0.75% to 1.75%. In addition, we pay a commitment fee on the
unused portion of the facility of 0.175% to 0.35%. The weighted average interest rate on amounts outstanding under our
senior revolving credit facility, including the commitment fee and origination costs incurred, was 2.1%, 2.6% and 4.8%
during the years ended December 31, 2010, 2009 and 2008, respectively. As of December 31, 2010, $210,000,000 was
available under the senior revolving credit facility. The senior revolving credit facility matures on April 1, 2013.
We have a $150,000,000 accounts receivable securitization financing facility (the “ABS facility”) pursuant to which
we can sell receivables periodically to a special purpose accounts receivable and financing entity (the “SPE”), which is
exclusively engaged in purchasing receivables from us. The SPE is a wholly-owned, bankruptcy-remote entity that we
have included in our consolidated financial statements. The SPE funds its purchases by selling undivided interests in
eligible trade accounts receivable to a multi-seller conduit administered by an independent financial institution. The
SPE’s assets are available first and foremost to satisfy the claims of the creditors of the conduit. We maintain effective
control over the receivables that are sold. Accordingly, the receivables remain recorded on our consolidated balance
sheets. At December 31, 2010 and 2009, the SPE owned $616,339,000 and $525,178,000, respectively, of receivables
recorded at fair value and included in our consolidated balance sheets. On July 1, 2010, we entered into an amendment
to the ABS facility, which amends certain provisions of the ABS facility to improve availability in the Borrowing Base,
as defined in the ABS facility, but did not change the $150,000,000 maximum borrowing capacity. Specifically, the
amendment (i) excludes from the Borrowing Base receivables of a specified obligor that had a negative impact on
availability under the facility, (ii) creates a basket to allow up to 10% of gross receivables with terms between 60 and 90
58
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
days to be eligible for borrowing, and (iii) increases to 35% from 25% the threshold above which the total amount of a
particular obligor’s receivables are treated as ineligible if the percentage of such obligor’s receivables that are more than
60 days past due exceeds such threshold. In addition, the amendment extends the maturity date of the ABS facility,
which was to have expired on July 23, 2010, to April 1, 2013, and decreases the variable interest rate by approximately
80 basis points for funds provided under the ABS facility, calculated as the specified Pooled Commercial Paper Rate, as
defined in the ABS facility, plus a fixed 1.45% margin (the “CP Margin”). However, beginning on July 1, 2012 (the
“Reset Date”), the CP Margin may increase (but in no event exceed 1.50%) based on percentage changes in high yield
spreads comparing average index rates for the calendar month prior to the Reset Date against average index rates for the
corresponding calendar month in the previous year. Finally, the amendment provides that, under certain circumstances,
the Company may be required to obtain a public rating of the ABS facility from one or more credit rating agencies of at
least “A” or its equivalent. Failure by the Company to obtain such rating would result in an Amortization Event under
the ABS facility. While the ABS facility has a stated maximum amount, the Company’s ability to borrow up to the full
$150,000,000 under the ABS facility is based on formulae relating to the amount and quality of the Company’s accounts
receivable in the United States. Total availability under our ABS facility at December 31, 2010 was $150,000,000.
No amounts are outstanding under the ABS facility at December 31, 2010 or 2009. Interest is payable monthly, and
the interest rate which would have been applicable at December 31, 2010 had there been outstanding balances was 1.8%
per annum. In addition, we pay a commitment fee on the unused portion of the facility of 0.75%, which was reduced
from 1.15% as part of the July 1, 2010 amendment. During the year ended December 31, 2010, due to availability under
our other debt and financing facilities, weighted average borrowings under our ABS facility decreased to $1,671,000.
Interest expense associated with the ABS facility was $2,139,000 in 2010, including the commitment fee and
amortization to interest expense of deferred financing fees capitalized in conjunction with amendments to the ABS
facility. During the years ended December 31, 2009 and 2008, our weighted average interest rate per annum and
weighted average borrowings under the facility were 8.5% and $27,449,000 and 4.30% and $128,420,000, respectively.
Capital Lease Obligation
In July 2009, we entered into a four-year lease for certain IT equipment. We amended this lease in November 2009
and again in July 2010 to include additional IT equipment to be used in the same manner as the initial lease. The July
2010 amendment added $319,000 to the value of the equipment held under the capitalized lease. These obligations
under the capitalized lease are included in long-term debt in our consolidated balance sheets as of December 31, 2010
and 2009. The current and long-term portions of the obligation are included in the table above. The capital lease was a
non-cash transaction and, accordingly, is not reflected in our consolidated statements of cash flows for the years ended
December 31, 2010 or 2009.
The value of the equipment held under the capitalized lease, $3,867,000, is included in property and equipment.
These capital lease assets are amortized on a straight-line basis over the lease term. The related amortization expense is
included in selling and administrative expenses in our consolidated statements of operations for the years ended
December 31, 2010 and 2009. As of December 31, 2010 and 2009, accumulated amortization on the capital lease assets
was $1,283,000 and $333,000, respectively.
Future minimum payments under the capitalized lease consist of the following as of December 31, 2010 (in
thousands):
Years Ending December 31,
2011 ................................................................ $
2012 ................................................................
2013 ................................................................
Total minimum lease payments ......................
Less amount representing interest ...................
Present value of minimum lease payments ..... $
1,039
1,039
606
2,684
(68)
2,616
Inventory Financing Facility
On April 26, 2010, we entered into an amendment to our inventory financing facility to increase the aggregate
availability for vendor purchases under the facility from $90,000,000 to $100,000,000. On August 12, 2010, we entered
into a second amendment to the facility to further increase the aggregate availability for vendor purchases under the
facility from $100,000,000 to $150,000,000. The facility matures on April 1, 2013 but may be cancelled with 90 days
notice. Additionally, the facility may be renewed under certain circumstances described in the agreement for successive
59
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
twelve month periods. Interest does not accrue on accounts payable under this facility provided the accounts payable are
paid within stated vendor terms (ranging from 30 to 60 days). We impute interest on the average daily balance
outstanding during these stated vendor terms based on our blended incremental borrowing rate during the period under
our senior revolving credit facility and our ABS facility. Imputed interest of $2,112,000 and $1,798,000 was recorded in
2010 and 2009, respectively. If balances are not paid within stated vendor terms, they will accrue interest at prime plus
1.25%. The facility is guaranteed by the Company and each of its material domestic subsidiaries and is secured by a lien
on substantially all of the Company’s domestic assets that is of equal priority to the liens securing borrowings under our
senior revolving credit facility. As of December 31, 2010 and 2009, $135,112,000 and $94,282,000, respectively, was
included in accounts payable related to this facility. Although the $90,000,000 maximum was exceeded as of December
31, 2009, it was non-interest bearing, was paid down below the $90,000,000 maximum on January 4, 2010 and had no
effect on our debt covenant compliance.
Covenants
Our financing facilities contain various covenants customary for transactions of this type, including the requirement
that we comply with maximum leverage, minimum fixed charge and minimum asset coverage ratio requirements and
meet weekly, monthly, quarterly and annual reporting requirements. If we fail to comply with these covenants, the
lenders would be able to demand payment within a specified period of time. At December 31, 2010, we were in
compliance with all such covenants.
Our consolidated debt balance that can be outstanding at the end of any fiscal quarter under our senior revolving
credit facility and our ABS facility is limited by certain financial covenants, particularly a maximum leverage ratio. The
maximum leverage ratio is calculated as aggregate debt outstanding divided by the sum of the Company’s trailing twelve
month net earnings (loss) plus (i) interest expense, less non-cash imputed interest on our inventory financing facility, (ii)
income tax expense (benefit), (iii) depreciation and amortization and (iv) non-cash stock-based compensation (referred to
herein as “adjusted earnings”). The maximum leverage ratio permitted under the agreements was 2.50 times as of
December 31, 2010. A significant drop in adjusted earnings would limit the amount of indebtedness that could be
outstanding at the end of any fiscal quarter, to a level that would be below the Company’s consolidated maximum debt
capacity. As a result of this limitation, of the $450,000,000 of aggregate maximum debt capacity available under our
senior revolving credit facility and our ABS facility, the Company’s debt balance that could have been outstanding as of
December 31, 2010 was limited to $414,138,000 based on 2.50 times the Company’s trailing twelve-month adjusted
earnings.
(7) Market Risk Management
Interest Rate Risk
We have interest rate exposure arising from our financing facilities, which have variable interest rates. These
variable interest rates are affected by changes in short-term interest rates. We currently do not hedge our interest rate
exposure.
We do not believe that the effect of reasonably possible near-term changes in interest rates will be material to our
financial position, results of operations and cash flows. Our financing facilities expose net earnings to changes in short-
term interest rates since interest rates on the underlying obligations are variable. We had $90,000,000 outstanding under
our senior revolving credit facility and no amounts outstanding under our ABS facility at December 31, 2010. The
interest rates attributable to the borrowings under our senior revolving credit facility and the ABS facility were 1.3% and
1.8%, respectively, per annum at December 31, 2010. The change in annual net earnings from continuing operations,
pretax, resulting from a hypothetical 10% increase or decrease in the highest applicable interest rate would approximate
$158,000.
Foreign Currency Exchange Risk
We use the U.S. dollar as our reporting currency. The functional currencies of our significant foreign subsidiaries are
generally the local currencies. Accordingly, assets and liabilities of the subsidiaries are translated into U.S. dollars at the
exchange rate in effect at the balance sheet dates. Income and expense items are translated at the average exchange rate for
each month within the year. Translation adjustments are recorded in other comprehensive income as a separate component
of stockholders’ equity. Net foreign currency transaction gains/losses, including transaction gains/losses on intercompany
balances that are not of a long-term investment nature, are reported as a separate component of non-operating (income)
60
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
expense, net in our consolidated statements of operations. We also maintain cash accounts denominated in currencies
other than the functional currency which expose us to foreign exchange rate movements. Remeasurement of these cash
balances results in gains/losses that are also reported as a separate component of non-operating (income) expense.
We monitor our foreign currency exposure and have begun to enter, selectively, into forward exchange contracts to
mitigate risk associated with certain non-functional currency monetary assets and liabilities related to foreign
denominated payables, receivables, and cash balances. Transaction gains and losses resulting from non-functional
currency assets and liabilities are offset by forward contracts in non-operating (income) and expense, net. The Company
does not have a significant concentration of credit risk with any single counterparty.
The Company generally enters into forward contracts with maturities of three months or less. The derivatives
entered into during 2010 were not designated as hedges. The following derivative contracts were entered into during the
year ended December 31, 2010, and remained open and outstanding at December 31, 2010. All U.S. dollar and foreign
currency amounts (British Pounds and Canadian Dollars) are presented in thousands.
Foreign Currency
Foreign Amount
Exchange Rate
USD Equivalent
Maturity Date
Buy
GBP
6,424
1.5566
$10,000
January 7, 2011
Buy
CAD
10,000
1.0029
$9,971
January 6, 2011
The Company does not enter into derivative contracts for speculative or trading purposes. The fair value of all
forward contracts at December 31, 2010 was a net liability of $63,000.
(8) Leases
We have several non-cancelable operating leases with third parties, primarily for administrative and distribution center
space and computer equipment. Our facilities leases generally provide for periodic rent increases and many contain
escalation clauses and renewal options. We recognize rent expense on a straight-line basis over the lease term. Rental
expense for these third-party operating leases was $15,643,000, $15,561,000 and $16,132,000 for the years ended
December 31, 2010, 2009 and 2008, respectively, and is included in selling and administrative expenses in our consolidated
statements of operations.
Future minimum lease payments under non-cancelable operating leases (with initial or remaining lease terms in
excess of one year) as of December 31, 2010 are as follows (in thousands):
Years Ending December 31,
2011 ...................................................................................................... $
2012 ......................................................................................................
2013 ......................................................................................................
2014 ......................................................................................................
2015 ......................................................................................................
Thereafter ..............................................................................................
Total minimum lease payments ..................................................... $
13,186
9,690
8,366
7,258
5,845
7,437
51,782
61
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(9) Severance, Restructuring and Acquisition Integration Activities
Severance Costs Expensed in 2010
During the year ended December 31, 2010, North America and EMEA recorded severance expense totaling
$2,003,000 and $1,476,000, respectively, relating to 2010 restructuring actions. The North America charge was part of
the roll-out of our new sales engagement model and plans to add new leadership in key areas, and the EMEA charge was
associated with the severance for the elimination of certain positions based on a re-alignment of roles and
responsibilities. The following table details the 2010 activity and the outstanding obligation related to the 2010
severance actions as of December 31, 2010 (in thousands):
Severance costs ..........................................
Foreign currency translation adjustments ..
Cash payments ...........................................
Balance at December 31, 2010 ..................
$
North America
$
EMEA
Consolidated
2,003 $
-
(837)
1,166 $
1,476 $
19
(920)
575 $
3,479
19
(1,757)
1,741
All remaining outstanding obligations are expected to be paid during 2011 and are therefore included in accrued
expenses and other current liabilities.
Severance Costs Expensed in 2009
During the year ended December 31, 2009, North America, EMEA and APAC recorded severance expense totaling
$10,515,000, $3,784,000 and $302,000, respectively, related to the departure of our former President and Chief
Executive Officer from the Company and ongoing restructuring efforts to reduce operating expenses. The following
table details the changes in these liabilities during the year ended December 31, 2010 (in thousands):
Balance at December 31, 2009 .................
Foreign currency translation adjustments .
Adjustments ..............................................
Cash payments ..........................................
Balance at December 31, 2010 .................
$
North America
$
Consolidated
$
EMEA
1,904
(166)
(453)
(867)
418
$
$
38
-
-
(38)
-
$
1,942
(166)
(453)
(905)
418
In EMEA, adjustments totaling $453,000 were recorded as a reduction to severance and restructuring expense
during the year ended December 31, 2010 and a reduction of the related severance accrual due to changes in estimates as
cash payments were made. All remaining outstanding obligations are expected to be paid during 2011 and are therefore
included in accrued expenses and other current liabilities.
Severance Costs Expensed for 2008 Resource Actions
During the year ended December 31, 2008, North America, EMEA and APAC recorded severance expense totaling
$4,633,000, $3,923,000 and $39,000, respectively, related to ongoing restructuring efforts to reduce operating expenses
related to support and management functions as well as certain sales functions. As of December 31, 2009, all severance
costs recorded by APAC in connection with the 2008 resource actions had been paid. During the first quarter of 2010,
final cash payments totaling $19,000 were made on the remaining accrued severance costs in North America and an
adjustment of $70,000 was recorded as a reduction to severance and restructuring expense and the related severance
accrual in EMEA due to changes in estimates. As of December 31, 2010, there were no outstanding severance
obligations associated with the 2008 resource actions.
Acquisition-Related Costs Capitalized in 2006 as a Cost of Acquisition of Software Spectrum
In 2006, we recorded $9,738,000 of employee termination benefits and $1,676,000 of facility based costs in
connection with the integration of Software Spectrum. These costs were recognized as a liability assumed in the
purchase business combination and included in the allocation of the cost to acquire Software Spectrum.
The employee termination benefits relate to severance payments for Software Spectrum teammates in North
America and EMEA who have been or will be terminated in connection with integration plans. The facilities based costs
relate to future lease payments or lease termination costs associated with vacating certain Software Spectrum facilities in
EMEA.
62
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following table details the changes in these liabilities during the year ended December 31, 2010 (in thousands):
EMEA
Balance at December 31, 2009 .................. $
Foreign currency translation adjustments ..
Adjustments ...............................................
Cash payments ...........................................
Balance at December 31, 2010 .................. $
1,358
(79)
(105)
(479)
695
All remaining outstanding obligations are expected to be paid during 2011 and are therefore included in accrued
expenses and other current liabilities. In 2010 an adjustment of $105,000 was recorded as a reduction of selling and
administrative expenses and the related severance accrual due to changes in estimates of the costs of the integration plan.
Restructuring Costs Expensed in 2005
During the year ended December 31, 2005, Insight UK moved into a new facility and recorded facilities-based
restructuring costs of $7,458,000. The related leases expired in October 2009, and the remaining balance in the accrual
as of January 1, 2010 of $77,000 (related to certain service charges) was settled during the year ended December 31,
2010, leaving no accrual remaining as of December 31, 2010.
(10)
Income Taxes
The following table presents the U.S. and foreign components of earnings (loss) from continuing operations before
income taxes and the related income tax expense (benefit) (in thousands):
Earnings (loss) from continuing operations before income taxes:
U.S. ........................................................................................................ $
Foreign ...................................................................................................
Years Ended December 31,
2009
14,644 $ (282,554)
27,099
(43,520)
41,743 $ (326,074)
2010
71,271 $
43,903
$ 115,174 $
2008
Income tax expense (benefit) from continuing operations:
Years Ended December 31,
2009
2008
2010
Current:
U.S. Federal ............................................................................................ $
U.S. State and local ................................................................................
Foreign ...................................................................................................
8,850 $
1,251
11,531
21,632
(4,804) $
(237)
8,876
3,835
5,379
360
14,674
20,413
Deferred:
U.S. Federal ............................................................................................
U.S. State and local ................................................................................
Foreign ...................................................................................................
15,466
1,205
1,386
18,057
39,689 $
6,293
920
(78)
7,135
10,970 $
(97,126)
(10,254)
620
(106,760)
(86,347)
$
Income tax expense relating to a discontinued operation was $1,659,000 for the year ended December 31, 2009.
63
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following schedule reconciles the differences between the U.S. federal income taxes at the U.S. statutory rate to
our income tax expense (benefit) (dollars in thousands):
Expected expense (benefit) at U.S. Statutory rate of 35% ............................. $
Change resulting from:
State income tax expense (benefit), net of federal income tax benefit ...
Audits and adjustments, net ...................................................................
Change in valuation allowance ..............................................................
Foreign income taxed at different rates ..................................................
Non-deductible goodwill impairment charges .......................................
Recapitalization of foreign subsidiary ....................................................
True-up of foreign deferred tax assets ....................................................
Non-deductible compensation ................................................................
Other, net ................................................................................................
Income tax expense (benefit) ........................................................................ $
Effective tax rate ...........................................................................................
Years Ended December 31,
2009
14,610
2010
40,311
$
2008
$ (114,126)
2,386
(173)
(392)
(2,453)
-
(1,611)
-
737
884
39,689
34.5%
$
960
(267)
386
(230)
-
(2,141)
(1,224)
(302)
(822)
10,970
26.3%
$
(9,227)
2,641
8,707
460
25,785
-
-
751
(1,338)
(86,347)
26.5%
The total income tax expense in 2010 includes a net U.S. benefit of $1,611,000 related to the recapitalization of one
of our foreign operations. The total income tax expense in 2009 includes the recognition of certain tax benefits,
including a net U.S. tax benefit of $2,141,000 related to the recapitalization of one of our foreign operations, $1,544,000
related primarily to the true-up of foreign tax credits resulting from the filing of our 2008 U.S. federal tax return and the
recognition of certain tax benefits resulting from the settlement of audits and a $1,224,000 tax benefit related to the true-
up of certain foreign tax deferred items.
For foreign entities not treated as branches for U.S. tax purposes, we do not provide for U.S. income taxes on the
undistributed earnings of these subsidiaries as these earnings are reinvested and, in the opinion of management, will
continue to be reinvested indefinitely outside of the U.S. The undistributed earnings of foreign subsidiaries that are
deemed to be indefinitely invested outside of the U.S. were approximately $28,600,000 at December 31, 2010. It is not
practicable to determine the unrecognized deferred tax liability on those earnings.
The significant components of deferred tax assets and liabilities are as follows (in thousands):
Deferred tax assets:
December 31,
2010
2009
5,555 $
Trade credits ............................................................... $
Net operating loss carryforwards ................................
Miscellaneous accruals ...............................................
Stock-based compensation .........................................
Allowance for doubtful accounts and returns .............
Foreign tax credit carryforwards ................................
Accrued vacation and other payroll liabilities ............
Write-downs of inventories ........................................
Depreciation allowance carryforwards .......................
Amortization of goodwill and other intangibles .........
Gross deferred tax assets .....................................
Valuation allowance ...................................................
Total deferred tax assets ......................................
17,854
13,347
11,704
12,551
10,985
3,212
2,864
7,352
5,965
10,182
9,116
1,098
1,628
1,743
1,993
1,336
770
78,249
84,032
128,829
152,707
(20,764) (21,943)
108,065
130,764
Deferred tax liabilities:
(14,137) (17,380)
Depreciation and amortization ....................................
(522) (538)
Prepaid expenses ........................................................
Other, net ....................................................................
(1,661)
Total deferred tax liabilities ................................
(15,997) (19,579)
Net deferred tax assets ........................................ $ 92,068 $ 111,185
(1,338)
64
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The net current and non-current portions of deferred tax assets and liabilities are as follows (in thousands):
December 31,
Net current deferred tax asset ............................................ $
Net non-current deferred tax asset .....................................
2009
35,750
75,435
Net deferred tax asset .................................................. $ 92,068 $ 111,185
2010
23,283 $
68,785
As of December 31, 2010, we have U.S. state net operating loss carryforwards (“NOLs”) of $1,586,000 that will
expire between 2011 and 2030. We also have NOLs from various non-U.S. jurisdictions of $42,761,000. While the
majority of the non-U.S. NOLs has no expiration date, $290,000 will fully expire in 2019.
On the basis of currently available information, we have provided valuation allowances for certain of our deferred
tax assets where we believe it is more likely than not that the related tax benefits will not be realized. At December 31,
2010 and 2009, our valuation allowances totaled $20,764,000 and $21,943,000, respectively, representing certain U.S.
state NOLs, non-U.S. NOLs, foreign depreciation allowances and foreign tax credits. In the future, if we determine that
additional realization of all or part of these deferred tax assets is more likely than not, then the reversal of all or part of the
related valuation allowance will reduce income tax expense. Changes that occur after acquisition date in deferred tax asset
valuation allowances and income tax uncertainties resulting from a business combination will generally affect income tax
expense.
We believe it is more likely than not that forecasted income, including income that may be generated as a result of
prudent and feasible tax planning strategies, together with the tax effects of deferred tax liabilities, will be sufficient to fully
recover our remaining deferred tax assets. In the future, if we determine that realization of the remaining deferred tax asset
and the availability of certain previously paid taxes to be refunded are not more likely than not, we will need to increase our
valuation allowance and record additional income tax expense.
The following table summarizes the change in the valuation allowance (in thousands):
21,888
Valuation allowance at beginning of year ........................ $
Decreases in income tax expense .....................................
(501)
Foreign currency translation adjustments ........................
556
Valuation allowance at end of year .................................. $ 20,764 $ 21,943
21,943 $
(392)
(787)
December 31,
2010
2009
A net tax shortfall of $317,000, $6,712,000 and $2,737,000, respectively, related to the exercise of employee stock
options and other employee stock programs was applied to stockholders’ equity during the years ended December 31,
2010, 2009 and 2008.
Various taxing jurisdictions are examining our tax returns for certain tax years. Although the outcome of tax audits
cannot be predicted with certainty, management believes the ultimate resolution of these examinations will not result in a
material adverse effect to our financial position or results of operations.
As of December 31, 2010 and 2009, we had approximately $6,013,000 and $5,923,000, respectively, of
unrecognized tax benefits. Of these amounts, approximately $425,000 and $330,000, respectively, relate to accrued
interest. A reconciliation of the beginning and ending amount of unrecognized tax benefits, excluding interest, is as
follows (in thousands):
Balance at December 31, 2009 ......................................... $
Additions for tax positions in prior periods .....................
Additions for tax positions in current period ...................
Subtractions due to foreign currency translation .............
Subtractions due to audit settlements ...............................
Balance at December 31, 2010 ......................................... $
5,593
327
815
(139)
(1,008)
5,588
Our policy is to classify interest and penalties relating to uncertain tax positions as a component of income tax
expense (benefit) in our consolidated statements of operations.
65
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
As of December 31, 2010, if recognized, $5,431,000 of the total liability associated with uncertain tax positions of
$6,013,000 would affect our effective tax rate. The remaining $582,000 balance arose from business combinations that,
if recognized, ultimately would be recorded as an adjustment to an indemnification receivable with no effect on our
effective tax rate. We do not believe there will be any changes over the next twelve months that would have a material
effect on our effective tax rate.
Several of our subsidiaries are currently under audit for tax years 2002 through 2009. It is reasonably possible that
the examination phase of these audits may conclude in the next 12 months and that the related unrecognized tax benefits
for uncertain tax positions may change, potentially having a material effect on our effective tax rate. However, based on
the status of the various examinations in multiple jurisdictions, an estimate of the range of reasonably possible outcomes
cannot be made at this time.
We, including our subsidiaries, file income tax returns in the U.S. federal jurisdiction, and many state and local and
non-U.S. jurisdictions. In the U.S., federal income tax returns for 2006 through 2009 remain open to examination. For
U.S. state and local as well as non-U.S. jurisdictions, the statute of limitations generally varies between three and ten
years.
(11) Stock-Based Compensation
We recorded the following pre-tax amounts in selling and administrative expenses for stock-based compensation, by
operating segment, in our consolidated financial statements (in thousands):
North America ....................................................... $
EMEA ....................................................................
APAC ...................................................................
Total Continuing Operations ................................. $
5,264
1,512
181
6,957
$
$
5,466
2,137
161
7,764
$
$
5,794
1,985
206
7,985
Years Ended December 31,
2010
2009
2008
Company Plans
On October 1, 2007, Insight’s Board of Directors approved the 2007 Omnibus Plan (the “2007 Plan”), and the 2007
Plan became effective when it was approved by Insight’s stockholders at the annual meeting on November 12, 2007. On
August 12, 2008, the 2007 Plan was amended to clarify certain provisions relating to forfeiture restrictions and grants of
discretionary awards to non-employee directors. The 2007 Plan is administered by the Compensation Committee of
Insight’s Board of Directors, and, except as provided below, the Compensation Committee has the exclusive authority to
administer the 2007 Plan, including the power to determine eligibility, the types of awards to be granted, the price and
the timing of awards. Under the 2007 Plan, the Compensation Committee may delegate some of its authority to our
Chief Executive Officer to grant awards to individuals other than individuals who are subject to the reporting
requirements of Section 16(a) of the Securities Exchange Act of 1934, as amended. Teammates, officers and members
of the Board of Directors are eligible for awards under the 2007 Plan, and consultants and independent contractors are
also eligible if they provide bona fide services that are not related to capital raising or promoting or maintaining a market
for the Company’s stock. The 2007 Plan allows for awards of options, stock appreciation rights, restricted stock, RSUs,
performance awards as well as grants of cash awards. A total of 4,250,000 shares of stock are reserved for awards issued
under the 2007 Plan. As of December 31, 2010, 2,038,815 shares of stock were available for grant under the 2007 Plan.
In 1997, we established the 1998 Long-Term Incentive Plan (the “1998 LTIP”) for our officers, teammates,
directors, consultants and independent contractors. The 1998 LTIP, as amended, authorized grants of incentive stock
options, non-qualified stock options, stock appreciation rights, performance shares, restricted common stock and
performance-based awards. In 1998 and 1999, we also established the 1998 Employee Restricted Stock Plan for our
teammates, the 1998 Officer Restricted Stock Plan for our officers and the 1999 Broad Based Employee Stock Option
Plan for our teammates. Although certain vested and unexercised grants made under these plans remain outstanding as
of December 31, 2010, since stockholder approval of the 2007 Plan in November 2007, as discussed above, there have
been, and will be, no further grants under these plans.
66
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Accounting for Stock Options
For the years ended December 31, 2010, 2009 and 2008, we recorded in continuing operations stock-based
compensation expense related to stock options, net of forfeitures, of $354,000, $368,000 and $524,000, respectively. As
of December 31, 2010, all stock options had vested and total compensation cost related to all previously granted stock
options had been recognized. We had no grants of stock options during the years ended December 31, 2010, 2009 and
2008.
The following table summarizes our stock option activity during the year ended December 31, 2010:
Number
Outstanding
Weighted Average
Exercise Price
Aggregate
Intrinsic Value
(in-the-money options)
Remaining
Contractual
Life (in years)
Weighted
Average
Outstanding at the beginning of
year .................................................
Granted ............................................
Exercised .........................................
Forfeited or expired ........................
Outstanding at the end of year .......
Exercisable at the end of year .........
Vested and expected to vest ............
$
589,424
-
(3,500)
(342,472)
243,452
243,452
243,452
18.82
-
14.00 $
19.47
17.99 $
17.99 $
17.99 $
4,676
-
-
-
1.66
1.66
1.66
The aggregate intrinsic value in the preceding table represents the total pre-tax intrinsic value, based on our closing
stock price of $13.16 as of December 31, 2010, which would have been received by the option holders had all option
holders exercised options and sold the underlying shares on that date. Options exercisable as of December 31, 2010, 2009
and 2008 had no aggregate intrinsic value because there were no in-the-money options.
The following table summarizes the status of outstanding stock options as of December 31, 2010:
Options Outstanding
Options Exercisable
Range of
Exercise
Prices
$14.00 - 16.82
17.77
18.36 - 27.88
Number of
Options
Outstanding
18,455
200,000
24,997
243,452
Weighted
Average
Remaining
Contractual
Life (in years)
0.22
1.96
0.31
1.66
Weighted
Average
Exercise
Price Per
Share
$
$
$
$
15.59
17.77
21.50
17.99
Number of
Options
Exercisable
18,455
200,000
24,997
243,452
Weighted
Average
Exercise
Price Per
Share
$
$
$
$
15.59
17.77
21.50
17.99
Accounting for Restricted Stock
We have issued shares of restricted common stock and RSUs as incentives to certain officers and teammates. We
recognize compensation expense associated with the issuance of such shares and RSUs over the vesting period for each
respective share and RSU. No shares of restricted common stock have been issued since 2005, and all previously issued
shares fully vested in 2008. Compensation expense related to service-based RSUs is recognized on a straight-line basis
over the requisite service period for the entire award. Compensation expense related to performance-based RSUs is
recognized on a straight-line basis over the requisite service period for each separately vesting portion of the award as if
the award was, in-substance, multiple awards (i.e., a graded vesting basis). The total compensation expense associated
with restricted stock represents the value based upon the number of shares or RSUs awarded multiplied by the closing
price of our common stock on the date of grant. Recipients of shares of restricted common stock are entitled to receive
any dividends declared on our common stock and have voting rights, regardless of whether such shares have vested.
Recipients of RSUs do not have voting or dividend rights until the vesting conditions are satisfied and shares are
released.
67
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Starting in 2006, we elected to primarily issue service-based and performance-based RSUs instead of stock options
and shares of restricted common stock. The number of RSUs ultimately awarded under the performance-based RSUs
varies based on whether we achieve certain financial results. We record compensation expense each period based on the
market price of our common stock on the grant date and our estimate of the most probable number of RSUs that will be
issued under the grants of performance-based RSUs. Additionally, the compensation expense is adjusted for our
estimate of forfeitures.
For the years ended December 31, 2010, 2009 and 2008, we recorded in continuing operations stock-based
compensation expense, net of estimated forfeitures, related to shares of restricted common stock and RSUs of
$6,603,000, $7,396,000 and $7,461,000, respectively. As of December 31, 2010, total compensation cost related to
nonvested RSUs not yet recognized is $10,022,000, which is expected to be recognized over the next 1.17 years on a
weighted-average basis.
On January 23, 2008, the Compensation Committee of our Board of Directors approved a special long-term
incentive award for the former Chief Executive Officer, the former President of our North America/APAC operating
segments and the President of our EMEA operating segment. The plan provided for the award of RSUs that were to be
issued based upon achievement of specific stock price hurdles within specific timeframes over a three-year period from
2009 – 2011. For the year ended December 31, 2008, we recorded stock-based compensation expense related to these
RSUs of $961,000, which is included in the 2008 stock-based compensation expense amount discussed above.
However, due to the economic climate and the decrease in Insight’s stock price, on February 19, 2009, the three
executives agreed to forfeit the awards, resulting in the termination of the awards. Accordingly, no shares were, or will
be, issued under these awards. A non-cash charge of $5,478,000 as a result of the cancellation of these awards is
included in selling and administrative expenses in the consolidated statement of operations for the year ended December
31, 2009.
The following table summarizes our RSU activity, during the year ended December 31, 2010:
Nonvested at the beginning of year..........
Granted .....................................................
Vested, including shares withheld to
cover taxes ............................................
Forfeited ...................................................
Nonvested at the end of year ....................
Expected to vest ........................................
Number
1,126,797
1,087,342
Weighted Average
Grant Date Fair Value
5.95
$
13.20
$
Fair Value
(471,936) $
(142,827) $
1,599,376
$
1,507,627
8.44 $
7.66
9.99 $
$
6,339,196(a)
21,047,788(b)
19,840,371(b)
(a) The fair value of vested RSUs represents the total pre-tax fair value, based on the closing stock price on the day
of vesting, which would have been received by holders of RSUs had all such holders sold their underlying shares
on that date. The aggregate intrinsic value for vested shares of restricted common stock and RSUs during 2009 and
2008 was $2,785,111 and $7,733,859, respectively.
(b) The aggregate fair value of the nonvested RSUs and the RSUs expected to vest represents the total pre-tax fair
value, based on our closing stock price of $13.16 as of December 31, 2010, which would have been received by
holders of RSUs had all such holders sold their underlying shares on that date.
During the years ended December 31, 2010, 2009 and 2008, the shares of restricted common stock and RSUs that
vested for teammates in the United States were net-share settled such that we withheld shares with value equivalent to
the teammates’ minimum statutory United States tax obligation for the applicable income and other employment taxes
and remitted the equivalent cash amount to the appropriate taxing authorities. The total shares withheld during the years
ended December 31, 2010, 2009 and 2008 of 106,876, 126,986 and 120,492, respectively, were based on the value of the
shares of restricted common stock or RSUs on their vesting dates as determined by our closing stock price on such dates.
For the years ended December 31, 2010, 2009 and 2008, total payments for the employees’ tax obligations to the taxing
authorities were $1,429,000, $691,000 and $2,120,000, respectively, and are reflected as a financing activity within the
consolidated statements of cash flows. These net-share settlements had the effect of repurchases of our common stock as
they reduced the number of shares that would have otherwise been issued as a result of the vesting and did not represent
an expense to us.
68
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Change in Accounting Estimate
In the fourth quarter of 2009, we recorded a reduction of stock-based compensation expense of $1,060,000 as a
result of a change in our estimate of future forfeitures.
(12)
Derivative Financial Instruments
We use derivatives to partially offset our exposure to fluctuations in certain foreign currencies. We do not enter into
derivatives for speculative or trading purposes. Derivatives are recorded at fair value on the balance sheet and gains or
losses resulting from changes in fair value of the derivative are recorded currently in income. The Company does not
designate its hedges for hedge accounting.
We use foreign exchange forward contracts to hedge certain non-functional currency assets and liabilities from
changes in exchange rate movements. Our non-functional currency assets and liabilities are primarily related to foreign
currency denominated payables, receivables, and cash balances. The foreign currency forward contracts, carried at fair
value, typically have a maturity of one month or less. We currently enter into approximately three foreign exchange
forward contracts per month with an average notional value of $8,793,000 and an average maturity of approximately one
week.
The counterparties associated with our foreign exchange forward contracts are large credit worthy commercial
banks. The derivatives transacted with these institutions are short in duration and therefore we do not consider
counterparty concentration and non-performance to be material risks.
The following table summarizes our derivative financial instruments as of December 31, 2010 and 2009 (in
thousands):
Derivatives not designated as hedging
instruments:
Foreign exchange forward contracts Other current assets
Balance Sheet Location
December 31, 2010
December 31, 2009
Asset
Derivatives
Fair Value
Liability
Derivatives
Fair Value
Asset
Derivatives
Fair Value
Liability
Derivatives
Fair Value
$
28
$
-
$
105
$
-
Foreign exchange forward contracts Accrued expenses and other
current liabilities
-
91
-
Total derivatives not designated as
hedging instruments
$
28
$
91
$
105
$
65
65
The following table summarizes the effect of our derivative financial instruments on our results of operations during
the years ended December 31, 2010 and 2009 (in thousands):
Derivatives Not Designated as
Hedging Instruments
Location of (Gain) Loss Recognized in
Earnings on Derivatives
Amount of (Gain) Loss Recognized
in Earnings on Derivatives
Year Ended December 31,
2009
2010
Foreign exchange forward contracts Net foreign currency exchange (gain) loss $
$
Total
(1,046) $
(1,046) $
2,702
2,702
69
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(13) Fair Value Measurements
The following table summarizes the valuation of our financial instruments by the following three categories as of
December 31, 2010 and 2009 (in thousands):
Level 1: Quoted market prices in active markets for identical assets or liabilities.
Level 2: Observable market based inputs or unobservable inputs that are corroborated by market data.
Level 3: Unobservable inputs that are not corroborated by market data.
December 31, 2010
December 31, 2009
Foreign
Exchange
Derivatives
Non-qualified
Deferred
Compensation
Plan
Investments
Foreign
Exchange
Derivatives
Level 1 $
Level 2
Level 3
$
- $
28
-
28 $
- $
91
-
91 $
1,245 $
-
-
1,245 $
- $
-
-
- $
Non-qualified
Deferred
Compensation
Plan
Investments
1,166
-
-
1,166
- $
105
-
105 $
- $
65
-
65 $
-
-
-
-
Balance Sheet Classification
Other current assets
Accrued expenses and other current liabilities Level 1 $
Level 2
Level 3
$
Foreign Exchange Derivative
We have elected to use the income approach to value the foreign exchange derivatives, using observable Level 2
market expectations at the measurement date and standard valuation techniques to convert future amounts to a single
present value amount assuming that participants are motivated, but not compelled, to transact. Level 2 inputs for the
valuations are limited to quoted prices for similar assets or liabilities in active markets and inputs other than quoted
prices that are observable for the asset or liability (specifically LIBOR rates, foreign exchange rates, and foreign
exchange forward points). Mid-market pricing is used as a practical expedient for fair value measurements. Fair value
measurement of an asset or liability must reflect the nonperformance risk of the entity and the counterparty. Therefore,
the impact of the counterparty’s creditworthiness when in an asset position and the Company’s creditworthiness when in
a liability position has also been factored into the fair value measurement of the derivative instruments and did not have a
material impact on the fair value of these derivative instruments. Both the counterparty and the Company are expected
to continue to perform under the contractual terms of the instruments.
Non-qualified Deferred Compensation Plan Investments
The assets of the non-qualified deferred compensation plan (discussed in Note 14) are set up in a Rabbi Trust. They
represent money market funds that are carried at fair value, based on quoted market prices, and are classified within
Level 1 of the fair value hierarchy.
As of December 31, 2010, we have no non-financial assets or liabilities that are measured and recorded on a
recurring basis and our other financial assets or liabilities generally consist of cash and cash equivalents, accounts
receivable, accounts payable and accrued expenses and other current liabilities. The estimated fair values of our cash
and cash equivalents is determined based on quoted prices in active markets for identical assets. The fair value of the
other financial assets and liabilities is based on the value that would be received or paid in an orderly transaction between
market participants and approximates the carrying value due to their nature and short duration.
(14)
Benefit Plans
We have adopted a defined contribution benefit plan (the “Defined Contribution Plan”) which complies with section
401(k) of the Internal Revenue Code. On March 7, 2009, the Company suspended discretionary matching contributions
to the Defined Contribution Plan. Prior to March 2009, we made discretionary matching contributions at the rate of 25%
of the teammates’ pre-tax contributions up to a maximum of 6% of eligible compensation per pay period. Contribution
expense under this plan was $0, $380,000 and $2,014,000 for the years ended December 31, 2010, 2009 and 2008,
respectively.
70
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
In November 2007, we established the Insight Nonqualified Deferred Compensation Plan (the “Deferred
Compensation Plan”) with an effective date of January 1, 2008. The Deferred Compensation Plan permits a select group
of “management or highly compensated employees” as defined by the Employee Retirement Income Security Act of
1974, as amended, to voluntarily defer receipt of compensation and earn a rate of return on their deferred amounts based
on their selection from a variety of independently managed funds. All amounts in this plan are employee contributions
and all gains or losses on amounts held in the Deferred Compensation Plan are fully allocable to plan participants. We
do not provide a guaranteed rate of return on these deferred amounts nor do we make any contributions to the Deferred
Compensation Plan. As of December 31, 2010 and 2009, the Deferred Compensation Plan related assets were
$1,245,000 and $1,166,000, respectively. Liabilities related to the Deferred Compensation Plan as of December 31,
2010 and 2009 were $846,000 and $862,000, respectively.
(15) Share Repurchase Program
On November 13, 2007, our Board of Directors authorized the repurchase of up to $50,000,000 of our common stock
through September 30, 2008. During the year ended December 31, 2008, we purchased 3,493,500 shares of our common
stock on the open market at an average price of $14.31 per share, which represented the full amount authorized under the
repurchase program. All shares repurchased were retired.
(16) Commitments and Contingencies
Contractual
We have entered into a sponsorship agreement through 2013 with the Valley of the Sun Bowl Foundation, d/b/a
Insight Bowl, which is the not-for-profit entity that conducts the Insight Bowl post-season intercollegiate football game.
We have committed to pay an aggregate amount of approximately $5,913,000 through 2013 for sponsorship
arrangements, ticket purchases and miscellaneous expenses.
We have committed to pay the Arizona Cardinals an aggregate amount of approximately $5,733,000 through
February 2014 for advertising and marketing events at the University of Phoenix stadium.
In the ordinary course of business, we issue performance bonds to secure our performance under certain contracts or
state tax requirements. As of December 31, 2010, we had approximately $14,285,000 of performance bonds outstanding.
These bonds are issued on our behalf by a surety company on an unsecured basis; however, if the surety company is ever
required to pay out under the bonds, we have contractually agreed to reimburse the surety company.
Employment Contracts and Severance Plans
We have employment contracts with, and plans covering, certain officers and management teammates under which
severance payments would become payable in the event of specified terminations without cause or terminations under
certain circumstances after a change in control. In addition, vesting of stock-based compensation would accelerate
following a change in control. If severance payments under the current employment agreements or plan payments were
to become payable, the severance payments would generally range from three to twenty-four months of salary.
Guaranties
In the ordinary course of business, we may guarantee the indebtedness of our subsidiaries to vendors and clients.
We have not recorded specific liabilities for these guaranties in the consolidated financial statements because we have
recorded the underlying liabilities associated with the guaranties. In the event we are required to perform under the
related contracts, we believe the cost of such performance would not have a material adverse effect on our consolidated
financial position or results of operations.
Indemnifications
From time to time, in the ordinary course of business, we enter into contractual arrangements under which we agree
to indemnify either our clients or third-party service providers from certain losses incurred relating to services performed
on our behalf or for losses arising from defined events, which may include litigation or claims relating to past
performance. These arrangements include, but are not limited to, the indemnification of our landlords for certain claims
71
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
arising from our use of leased facilities and the indemnification of the lenders that provide our credit facilities for certain
claims arising from their extension of credit to us. Such indemnification obligations may not be subject to maximum
loss clauses.
Management believes that payments, if any, related to these indemnifications are not probable at December 31,
2010. Accordingly, we have not accrued any liabilities related to such indemnifications in our consolidated financial
statements.
We have entered into separate indemnification agreements with our executive officers and with each of our
directors. These agreements require us, among other requirements, to indemnify such officers and directors against
expenses (including attorneys’ fees), judgments and settlements paid by such individuals in connection with any action
arising out of such individuals’ status or service as our executive officers or directors (subject to exceptions such as
where the individuals failed to act in good faith or in a manner the individuals reasonably believed to be in or not
opposed to the best interests of the Company) and to advance expenses incurred by such individuals with respect to
which such individuals may be entitled to indemnification by us. Other than the pending purported class action
litigation, the State derivative actions and the Federal derivative action discussed under “Legal Proceedings” below,
there are no pending legal proceedings that involve the indemnification of any of the Company’s directors or officers.
Legal Proceedings
We are party to various legal proceedings arising in the ordinary course of business, including preference payment
claims asserted in client bankruptcy proceedings, claims of alleged infringement of patents, trademarks, copyrights and
other intellectual property rights, claims of alleged non-compliance with contract provisions and claims related to alleged
violations of laws and regulations.
Beginning in March 2009, three purported class action lawsuits were filed in the U.S. District Court for the District
of Arizona against us and certain of our current and former directors and officers on behalf of purchasers of our
securities during the period April 22, 2004 to February 6, 2009. The second amended complaint (the only remaining
complaint then on file) of the lead plaintiff was dismissed with prejudice in November 2010, and another purported class
member plaintiff has appealed the order of dismissal with prejudice to the U.S. Court of Appeals for the Ninth Circuit. In
June 2009, three shareholder derivative lawsuits were filed, two in the Superior Court in Maricopa County, Arizona (the
“State derivative actions”) and one in the U.S. District Court for the District of Arizona (the “Federal derivative action”),
by persons identifying themselves as Insight shareholders and purporting to act on behalf of Insight, naming Insight as a
nominal defendant and current and former officers and directors as defendants. The Federal derivative action was
dismissed with prejudice in July 2010, and the plaintiff in that action has appealed the order of dismissal to the U.S.
Court of Appeals for the Ninth Circuit. The two State derivative actions were consolidated into a single action, and in
October 2010, the State derivative actions were dismissed with prejudice. The plaintiff in the State derivative actions did
not appeal the order of dismissal. We have tendered a claim to our D&O liability insurance carriers, and our carriers
have acknowledged their obligations under these policies subject to a reservation of rights. Based on the information
available at this time, the Company is not able to estimate the possible loss or range of loss for the purported class action
or the Federal derivative action at this time.
In August 2010, in connection with an investigation being conducted by the United States Department of Justice (the
“DOJ”), Calence received a subpoena from the Office of the Inspector General of the Federal Communications
Commission (the “FCC OIG”) requesting documents and information related to the expenditure, by the Universal
Service Administration Company, of funds under the E-Rate program. The E-Rate program provides schools and
libraries with discounts to obtain affordable telecommunications and internet access and related hardware and software.
We are cooperating with the DOJ and FCC OIG and are in the process of responding to the subpoena, and, based on the
information available at this time, the Company is not able to estimate the possible loss or range of loss at this time. The
Company is pursuing its rights under the Calence acquisition agreements to indemnification for losses that may arise out
of or result from this matter, including our fees and expenses for responding to the subpoena.
Aside from the matters discussed above, the Company is not involved in any pending or threatened legal
proceedings that it believes could reasonably be expected to have a material adverse effect on its financial condition,
results of operations or liquidity.
72
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
Contingencies Related to Third-Party Review
From time to time, we are subject to potential claims and assessments from third parties. We are also subject to
various governmental, client and vendor audits. We continually assess whether or not such claims have merit and
warrant accrual. Where appropriate, we accrue estimates of anticipated liabilities in the consolidated financial
statements. Such estimates are subject to change and may affect our results of operations and our cash flows.
(17)
Supplemental Financial Information
A summary of additions and deductions related to the allowances for doubtful accounts receivable for the years
ended December 31, 2010, 2009 and 2008 follows (in thousands):
Balance at
Beginning
of Year
Additions
Deductions
Balance at
End of Year
Allowance for doubtful accounts receivable:
Year ended December 31, 2010 ........................ $
Year ended December 31, 2009 ........................ $
Year ended December 31, 2008 ........................ $
22,364 $
20,156 $
22,831 $
1,626 $
7,377 $
3,452 $
(6,450) $
(5,169) $
(6,127) $
17,540
22,364
20,156
(18)
Segment and Geographic Information
We operate in three reportable geographic operating segments: North America; EMEA; and APAC. Currently, our
offerings in North America and the United Kingdom include IT hardware, software and services. Our offerings in the
remainder of our EMEA segment and in APAC are almost entirely software and select software-related services. Net
sales by product or service type for North America, EMEA and APAC were as follows for the years ended December 31,
2010, 2009 and 2008 (in thousands):
North America
Year Ended December 31,
2009
Sales Mix
Hardware ...................................... $ 2,131,815 $ 1,689,526 $ 2,127,694
916,876 1,049,538
Software .......................................
Services ........................................
185,312
234,384
$ 3,340,162 $ 2,840,786 $ 3,362,544
1,000,418
207,929
2008
2010
EMEA
Year Ended December 31,
Sales Mix
Hardware ...................................... $ 427,600 $ 388,264 $ 460,122
837,028
Software ........................................
Services .........................................
12,215
$ 1,310,549 $ 1,151,749 $ 1,309,365
863,720
19,229
749,301
14,184
2009
2010
2008
Sales Mix
Hardware ....................................... $
Software ........................................
Services .........................................
APAC
Year Ended December 31,
2009
2008
2010
1,002 $
153,966
4,251
338
152,586
656
$ 159,219 $ 144,370 $ 153,580
1,025 $
141,120
2,225
The method for determining what information regarding operating segments, products and services, geographic
areas of operation and major clients to report is based upon the “management approach,” or the way that management
organizes the operating segments within a company, for which separate financial information is evaluated regularly by
the Chief Operating Decision Maker (“CODM”) in deciding how to allocate resources. Our CODM is our Chief
Executive Officer.
73
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
All intercompany transactions are eliminated upon consolidation, and there are no differences between the
accounting policies used to measure profit and loss for our segments or on a consolidated basis. Net sales are defined as
net sales to external clients. None of our clients exceeded ten percent of consolidated net sales for the year ended
December 31, 2010.
A portion of our operating segments’ selling and administrative expenses arise from shared services and
infrastructure that we have historically provided to them in order to realize economies of scale and to use resources
efficiently. These expenses, collectively identified as corporate charges, include senior management expenses, internal
audit, legal, tax, insurance services, treasury and other corporate infrastructure expenses. Charges are allocated to our
operating segments, and the allocations have been determined on a basis that we considered to be a reasonable reflection
of the utilization of services provided to or benefits received by the operating segments.
The tables below present information about our reportable operating segments as of and for the years ended December
31, 2010, 2009 and 2008 (in thousands):
Year Ended December 31, 2010
Net sales ..................................................
Costs of goods sold .................................
Gross profit ........................................
Operating expenses:
Selling and administrative expenses ........
Severance and restructuring expenses .....
Earnings from operations ...................
North
America
$
3,340,162
2,898,094
442,068
EMEA
$
1,310,549
1,134,531
176,018
APAC
$
159,219 $
131,208
28,011
Consolidated
4,809,930
4,163,833
646,097
348,842
2,003
91,223
$
149,945
953
25,120
$
20,278
-
7,733 $
519,065
2,956
124,076
$
Total assets ..............................................
$
1,509,928
$
522,752
$
99,782 $
2,132,462*
Year Ended December 31, 2009
Net sales ..................................................
Costs of goods sold .................................
Gross profit ........................................
Operating expenses:
Selling and administrative expenses ........
Severance and restructuring expenses .....
Earnings from operations ...................
North
America
$
2,840,786
2,451,069
389,717
EMEA
$
1,151,749
992,640
159,109
APAC
$
144,370 $
124,582
19,788
Consolidated
4,136,905
3,568,291
568,614
346,306
10,327
33,084
$
140,380
2,979
15,750
$
15,416
302
4,070 $
502,102
13,608
52,904
$
Total assets ..............................................
$
1,358,096
$
462,095
$
58,843 $
1,879,034*
Year Ended December 31, 2008
Net sales ..................................................
Costs of goods sold .................................
Gross profit ........................................
Operating expenses:
Selling and administrative expenses ........
Goodwill impairment ..............................
Severance and restructuring expenses .....
Loss from operations ..........................
North
America
$
3,362,544
2,913,358
449,186
EMEA
$
1,309,365
1,118,692
190,673
APAC
$
153,580 $
129,856
23,724
Consolidated
4,825,489
4,161,906
663,583
391,629
323,422
4,633
(270,498)
$
152,617
59,852
3,923
(25,719)
$
$
17,741
13,973
39
(8,029) $
561,987
397,247
8,595
(304,246)
Total assets ..............................................
$
1,280,771
$
447,789
$
49,422 $
1,777,982*
* Consolidated total assets do not reflect intercompany eliminations and corporate assets of $329,179,000,
$275,713,000 and $170,479,000 at December 31, 2010, 2009 and 2008, respectively.
74
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
The following is a summary of our geographic continuing operations’ net sales and long-lived assets, consisting of
property and equipment, net (in thousands):
United States
Foreign
Total
2010
Net sales ................................................................ $
Total long-lived assets ........................................... $
2009
Net sales ................................................................ $
Total long-lived assets ........................................... $
2008
Net sales ................................................................ $
Total long-lived assets ........................................... $
3,141,159
108,145
2,681,043
117,186
3,163,758
131,171
$
$
$
$
$
$
1,668,771
33,254
1,455,862
32,917
1,661,731
26,163
$
$
$
$
$
$
4,809,930
141,399
4,136,905
150,103
4,825,489
157,334
Foreign net sales and total long-lived assets summarized above for 2010, 2009 and 2008 include net sales and net
property and equipment of $661,966,000 and $19,846,000; $580,386,000 and $21,075,000; and $653,458,000 and
$16,425,000, respectively, attributed to the United Kingdom. Net sales by geographic area are presented by attributing
net sales to external customers based on the domicile of the selling location.
We recorded the following pre-tax amounts, by operating segment, for depreciation and amortization, in the
accompanying consolidated financial statements (in thousands):
Years Ended December 31,
2010
2009
2008
North America ....................................................... $
EMEA ....................................................................
APAC ...................................................................
Total ....................................................................... $
30,678
6,598
737
38,013
$
$
34,125
6,420
618
41,163
$
$
33,675
6,882
682
41,239
(19) Discontinued Operation
Direct Alliance
During the year ended December 31, 2009, we recorded earnings from a discontinued operation of $4,460,000,
$2,801,000 net of tax, as a result of the favorable settlement on July 7, 2009 of an arbitrated claim related to the sale of
Direct Alliance, a former subsidiary that was sold on June 30, 2006. The amount recognized was net of payments to
holders of 1,997,500 exercised stock options of the former subsidiary and a broker success fee with respect to the
settlement totaling $540,000. In December 2009, we received a reimbursement of legal fees associated with the
arbitration settlement of $1,414,000. Such amount was recorded as a reduction of selling and administrative expenses in
the accompanying consolidated statement of operations for the year ended December 31, 2009.
In connection with the sale of Direct Alliance, we entered into a lease agreement with Direct Alliance pursuant to
which Direct Alliance leases from us the facilities it used prior to the sale. The company that bought Direct Alliance is
the guarantor under the lease. Lease income related to these buildings was $1,682,000, $1,633,000 and $1,594,000 for
the years ended December 31, 2010, 2009 and 2008, respectively, and is classified as net sales. Depreciation expense
related to the buildings was $748,000, $748,000 and $687,000 for the years ended December 31, 2010, 2009 and 2008,
respectively, and is classified as costs of goods sold.
75
INSIGHT ENTERPRISES, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (continued)
(20) Selected Quarterly Financial Information (unaudited)
The following tables set forth selected unaudited consolidated quarterly financial information for the years ended
December 31, 2010 and 2009 (in thousands, except per share data):
Quarters Ended
2010
(a)
Net sales .................................................... $ 1,339,199 $ 1,169,197 $ 1,266,913 $ 1,034,621 $ 1,178,648 $ 969,935 $ 1,037,162 $ 951,160
819,388
1,093,108
Costs of goods sold ................................... 1,166,597
131,772
173,805
Gross profit ....................................... 172,602
1,023,136
155,512
1,014,552
154,645
889,576
145,045
889,318
147,844
836,449
133,486
2010
(a)
2009
2009
June 30, Mar. 31,
June 30, Mar. 31,
Dec. 31,
2009
Sept. 30,
2009
Dec. 31,
2010
Sept. 30,
2010
(a)
Operating expenses:
Selling and administrative expenses ......
Severance and restructuring
expenses .............................................
Earnings (loss) from operations .........
Non-operating (income) expense:
Interest income ......................................
Interest expense .....................................
Net foreign currency exchange (gain)
loss ....................................................
Other expense, net .................................
Earnings (loss) from continuing
operations before income taxes .......
Income tax expense (benefit).....................
Net earnings (loss) from continuing
operations .......................................
Net earnings from a
discontinued operation ...................
Net earnings (loss) ............................. $
Net earnings (loss) per share - Basic:
Net earnings (loss) from continuing
134,013
129,511
127,830
127,711
127,271
117,623
123,865
133,343
1,269
37,320
298
24,836
1,318
44,657
71
17,263
1,137
27,104
3,994
11,869
2,130
21,849
6,347
(7,918)
(247)
1,720
(161)
1,899
(179)
1,691
(127)
2,367
(91)
(45)
4,369
2,333
(188)
1,988
(100)
2,100
(221)
320
130
348
404
403
209
346
(208)
425
35,748
10,774
22,620
8,188
42,338
15,424
14,468
5,303
22,609
5,204
93
217
9,271
1,999
(162)
202
(51)
279
20,009
7,116
(10,146)
(3,349)
24,974
14,432
26,914
9,165
17,405
7,272
12,893
(6,797)
-
24,974 $
-
14,432 $
-
26,914 $
-
9,165 $
-
17,405 $
-
7,272 $
2,801
15,694 $
-
(6,797)
operations ....................................... $
0.54 $
0.31 $
0.58 $
0.20 $
0.38 $
0. 16 $
0.28 $
(0.15)
Net earnings from a discontinued
operation .......................................
Net earnings (loss) per share ............ $
-
0.54 $
-
0.31 $
-
0.58 $
-
0.20 $
-
0.38 $
-
0.16 $
0.06
0.34 $
-
(0.15)
Net earnings (loss) per share - Diluted:
Net earnings (loss) from continuing
operations ........................................ $
0.53 $
0.31 $
0.58 $
0.20 $
0.37 $
0.16 $
0.28 $
(0.15)
Net earnings from a discontinued
operation .........................................
Net earnings (loss) per share ............ $
-
0.53 $
-
0.31 $
-
0.58 $
-
0.20 $
-
0.37 $
-
0.16 $
0.06
0.34 $
-
(0.15)
(a) We reduced net sales and costs of goods sold amounts in the accompanying selected quarterly financial
information for the quarters ended September 30, June 30, and March 31, 2010 compared to the amounts
previously reported in our quarterly reports on Form 10-Q for the periods then ended. The changes were
made to properly net our sales of certain software assurance products for which we were not the primary
obligor. The change had no effect on previously reported gross profit, net earnings or cash flow amounts.
Although the effects of these changes, which relate to our APAC operating segment, are immaterial to our
consolidated financial statements, we determined that recording the entire amount in the fourth quarter of
2010 would distort quarterly trends in our APAC operating results. Periods prior to January 1, 2010 have
not been adjusted as the amounts involved are not considered material.
76
INSIGHT ENTERPRISES, INC.
Item 9. Changes in and Disagreements With Accountants on Accounting and Financial Disclosure
None.
Item 9A. Controls and Procedures
(a) Management’s Annual Report on Internal Control Over Financial Reporting
Our management is responsible for establishing and maintaining adequate internal control over financial reporting
(as such term is defined under Rules 13a-15(f) and 15d-15(f) of the Securities Exchange Act of 1934, as amended (the
“Exchange Act”)). Our management, including our Chief Executive Officer and Chief Financial Officer, conducted an
evaluation of the effectiveness of our internal control over financial reporting as of December 31, 2010. In making this
assessment, our management used the criteria established in Internal Control – Integrated Framework issued by the
Committee of Sponsoring Organizations of the Treadway Commission (“COSO”). Management has concluded that the
Company maintained effective internal control over financial reporting as of December 31, 2010, based on the criteria
established in COSO’s Internal Control – Integrated Framework.
KPMG LLP, the independent registered public accounting firm that audited the Consolidated Financial Statements in
Part II, Item 8 of this report, has issued an attestation report on the Company’s internal control over financial reporting as of
December 31, 2010.
(b) Changes in Internal Control Over Financial Reporting
There was no change in our internal control over financial reporting (as such term is defined in Rules 13a-15(f) and
15d-15(f) under the Exchange Act) during the quarter ended December 31, 2010 that has materially affected, or is
reasonably likely to materially affect, our internal control over financial reporting.
(c) Disclosure Controls and Procedures
We maintain disclosure controls and procedures (as defined in Rule 13a-15(e) under the Exchange Act). Our Chief
Executive Officer and Chief Financial Officer, as of the end of the period covered by this report, evaluated the effectiveness
of our disclosure controls and procedures (as such term is defined under Rules 13a-15(e) and 15d-15(e) of the Exchange
Act) and determined that as of December 31, 2010 our disclosure controls and procedures are effective to ensure that
information required to be disclosed by us in reports that we file or submit under the Exchange Act is recorded, processed,
summarized and reported within the time periods specified in the SEC’s rules and forms and that such information is
accumulated and communicated to our management, including our Chief Executive Officer and Chief Financial Officer, as
appropriate, to allow timely decisions regarding required disclosure.
(d) Inherent Limitations of Disclosure Controls and Internal Control Over Financial Reporting
Because of its inherent limitations, internal control over financial reporting may not prevent or detect misstatements.
Projections of any evaluation of effectiveness to future periods are subject to risks that controls may become inadequate
because of changes in conditions, or that the degree of compliance with the policies or procedures may deteriorate.
Item 9B. Other Information
None.
PART III
Item 10. Directors, Executive Officers and Corporate Governance
The information required by this item and included under the captions “Information Concerning Directors and
Executive Officers,” “Meetings of the Board and Its Committees,” “Section 16(a) Beneficial Ownership Reporting
Compliance” and “Code of Ethics” and can be found in our definitive Proxy Statement relating to our 2011 Annual
Meeting of Stockholders (our “Proxy Statement”) and is incorporated herein by reference.
77
INSIGHT ENTERPRISES, INC.
Item 11. Executive Compensation
The information required by this item and included under the captions “The Board and Its Committees,”
“Compensation Discussion and Analysis,” “Compensation Committee Report,” “Compensation Committee Interlocks
and Insider Participation,” “Summary Compensation Table,” “Grants of Plan-Based Awards,” “Outstanding Equity
Awards at Fiscal Year-End,” “Option Exercises and Stock Vested Table,” “Director Compensation” and “Employment
Agreements, Severance and Change in Control Plans,” can be found in our Proxy Statement and is incorporated herein
by reference.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters
The information required by this item and included under the captions “Securities Authorized for Issuance Under
Equity Compensation Plans” and “Security Ownership of Certain Beneficial Owners and Management” can be found in
our Proxy Statement and is incorporated herein by reference.
Item 13. Certain Relationships and Related Transactions, and Director Independence
The information required by this item and included under the caption “The Board and Its Committees,” and
“Transactions With Related Persons” can be found in our Proxy Statement and is incorporated herein by reference.
Item 14. Principal Accounting Fees and Services
The information required by this item and included under the captions “Audit Committee Report” and “Relationship
with Independent Registered Public Accounting Firm” can be found in our Proxy Statement and is incorporated herein
by reference.
PART IV
Item 15. Exhibits, Financial Statement Schedules
(a) Financial Statements and Schedules
The Consolidated Financial Statements of Insight Enterprises, Inc. and subsidiaries and the related Reports of
Independent Registered Public Accounting Firm are filed herein as set forth under Part II, Item 8 of this report.
Financial statement schedules have been omitted since they are either not required, not applicable, or the
information is otherwise included in the Consolidated Financial Statements or notes thereto.
(b) Exhibits
The exhibits list in the Index to Exhibits immediately following the signature page is incorporated herein by
reference as the list of exhibits required as part of this report.
78
INSIGHT ENTERPRISES, INC.
SIGNATURES
Pursuant to the requirements of Section 13 or 15(d) of the Securities Exchange Act of 1934, the registrant has duly
caused this report to be signed on its behalf by the undersigned, thereunto duly authorized.
INSIGHT ENTERPRISES, INC.
By /s/ Kenneth T. Lamneck
Kenneth T. Lamneck
Chief Executive Officer
Dated: February 23, 2011
Pursuant to the requirements of the Securities Exchange Act of 1934, this report has been signed below by the
following persons on behalf of the registrant and in the capacities and on the dates indicated.
Signature
Title
Date
/s/ Kenneth T. Lamneck
Kenneth T. Lamneck
President, Chief Executive Officer and
Director
February 23, 2011
/s/ Glynis A. Bryan
Glynis A. Bryan
/s/ David C. Olsen
David C. Olsen
/s/ Timothy A. Crown*
Timothy A. Crown
/s/ Bennett Dorrance*
Bennett Dorrance
/s/ Michael M. Fisher*
Michael M. Fisher
/s/ Larry A. Gunning*
Larry A. Gunning
/s/ Anthony A. Ibargüen*
Anthony A. Ibargüen
/s/ Robertson C. Jones*
Robertson C. Jones
/s/ Kathleen S. Pushor*
Kathleen S. Pushor
/s/ Robert F. Woods*
Robert F. Woods
Chief Financial Officer
(principal financial officer)
Corporate Controller
(principal accounting officer)
February 23, 2011
February 23, 2011
Chairman of the Board
February 23, 2011
Director
Director
Director
Director
Director
Director
Director
February 23, 2011
February 23, 2011
February 23, 2011
February 23, 2011
February 23, 2011
February 23, 2011
February 23, 2011
* By: /s/ Steven R. Andrews
Steven R. Andrews, Attorney in Fact
79
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K
YEAR ENDED DECEMBER 31, 2010
Commission File No. 0-25092
(Unless otherwise noted, exhibits are filed herewith.)
Exhibit
No.
3.1
3.2
4.1
10.1
10.2
10.3
10.4
10.5
10.6
10.7
10.8
10.9
(1)
(2)
(2)
(2)
(2)
(2)
(2)
(2)
(2)
10.10
(2)
10.11
(2)
10.12
(2)
10.13
(2)
10.14
(2)
10.15
(2)
Description
— Composite Certificate of Incorporation of Registrant (incorporated by reference to Exhibit 3.1 of
our annual report on Form 10-K for the year ended December 31, 2005).
— Amended and Restated Bylaws of the Registrant (incorporated by reference to Exhibit 3.1 of our
current report on Form 8-K filed on January 14, 2008).
— Specimen Common Stock Certificate (incorporated by reference to Exhibit 4.1 of our
Registration Statement on Form S-1 (No. 33-86142) declared effective January 24, 1995).
— Form of Indemnification Agreement (incorporated by reference to Exhibit 10.1 of our annual
report on Form 10-K for the year ended December 31, 2006).
— 1998 Employee Restricted Stock Plan (incorporated by reference to Exhibit 99.3 of our Form S-8
(No. 333-69113) filed on December 17, 1998).
— 1998 Officer Restricted Stock Plan (incorporated by reference to Exhibit 99.2 of our Form S-8
(No. 333-69113) filed on December 17, 1998).
— 1999 Broad Based Employee Stock Option Plan (incorporated by reference to Exhibit 10.14 of
our annual report on Form 10-K for the year ended December 31, 1999).
— 1998 Long-Term Incentive Plan (incorporated by reference to Exhibit 99.1 of our Registration
Statement on Form S-8 (No. 333-110915) declared effective December 4, 2004).
— 2007 Omnibus Plan (incorporated by reference to Annex A of our Proxy Statement filed on
October 9, 2007).
— First Amendment to 2007 Omnibus Plan (incorporated by reference to Exhibit 10.4 of our
quarterly report on Form 10-Q for the quarter ended September 30, 2008).
— Executive Service Agreement between Insight Direct (UK) Limited and Stuart Fenton dated May
18, 2010 (incorporated by reference to Exhibit 10.1 of our Form 8-K filed on May 27, 2010).
— Executive Management Separation Plan effective as of January 1, 2008 (incorporated by
reference to Exhibit 10.5 for our quarterly report on Form 10-Q for the quarter ended September
30, 2008).
— Amended and Restated Employment Agreement between Insight Enterprises, Inc. and Glynis A.
Bryan dated as of January 1, 2009 (incorporated by reference to Exhibit 10.3 of our current
report on Form 8-K filed January 7, 2009).
— Amended and Restated Employment Agreement between Insight Enterprises, Inc. and Steven R.
Andrews dated as of January 1, 2009 (incorporated by reference to Exhibit 10.4 of our current
report on Form 8-K filed on January 7, 2009).
— Amended and Restated Employment Agreement between Insight Enterprises, Inc. and Stephen
A. Speidel dated as of January 1, 2009 (incorporated by reference to Exhibit 10.7 of our current
report on Form 8-K filed on January 7, 2009).
— Letter Agreement with Anthony A. Ibargüen, dated as of September 7, 2009 (incorporated by
reference to Exhibit 10.2 of our current report on Form 8-K filed on September 8, 2009).
— Executive Employment Agreement between Insight Enterprises, Inc. and Kenneth T. Lamneck,
dated as of December 14, 2009 (incorporated by reference to Exhibit 10.24 of our annual report
on Form 10-K for the year ended December 31, 2009).
— Employment Agreement between Insight Enterprises, Inc. and David C. Olsen, dated as of June
15, 2010 (incorporated by reference to Exhibit 10.3 of our quarterly report on Form 10-Q for the
quarter ended June 30, 2010).
10.16
(2)
— Employment Agreement between Insight Enterprises, Inc. and Michael P. Guggemos, dated as of
November 1, 2010.
10.17
10.18
(2)
— Offer of employment letter to Michael P. Guggemos, dated September 28, 2010.
— Receivables Purchase Agreement dated as of December 31, 2002 among Insight Receivables,
LLC, Insight Enterprises, Inc., Jupiter Securitization Corporation, Bank One NA, and the entities
party thereto from time to time as financial institutions (incorporated by reference to Exhibit
10.38 of our annual report on Form 10-K for the year ended December 31, 2002).
80
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2010
Commission File No. 0-25092
Exhibit
No.
10.19
Description
— Amended and Restated Receivables Sale Agreement dated as of September 3, 2003 by and
among Insight Direct USA, Inc. and Insight Public Sector, Inc. as originators, and Insight
Receivables, LLC, as buyer (incorporated by reference to Exhibit 10.1 of our quarterly report on
Form 10-Q for the quarter ended September 30, 2003).
10.20
— Amendment No. 1 to Receivables Purchase Agreement dated as of September 3, 2003
(incorporated by reference to Exhibit 10.2 of our quarterly report on Form 10-Q for the quarter
ended September 30, 2003).
10.21
— Amendment No. 2 to Receivables Purchase Agreement dated as of December 23, 2003 among
Insight Receivables, LLC, Insight Enterprises, Inc. and Jupiter Securitization Corporation, Bank
One NA (incorporated by reference to Exhibit 10.42 of our annual report on Form 10-K for the
year ended December 31, 2003).
10.22
— Amendment No. 5 to Receivables Purchase Agreement dated as of March 25, 2005
(incorporated by reference to Exhibit 10.4 of our quarterly report on Form 10-Q for the quarter
ended March 31, 2005).
10.23
— Amendment No. 6 to Receivables Purchase Agreement dated as of December 19, 2005
(incorporated by reference to Exhibit 10.1 of our current report on Form 8-K filed on December
22, 2005).
10.24
— Amendment No. 7 to Receivables Purchase Agreement dated as of September 7, 2006
(incorporated by reference to Exhibit 10.2 of our current report on Form 8-K filed on September
8, 2006).
10.25
— Amendment No. 9 to Receivables Purchase Agreement dated as of September 17, 2008
10.26
10.27
10.28
10.29
10.30
10.31
(incorporated by reference to Exhibit 10.3 of our current report on Form 8-K filed on September
23, 2008).
— Amendment No. 11 and Joinder Agreement to Receivables Purchase Agreement dated as of July
24, 2009 (incorporated by reference to Exhibit 10.1 of our quarterly report on Form 10-Q for the
quarter ended June 30, 2009).
— Amendment No. 12 to Receivables Purchase Agreement dated as of July 1, 2010 among Insight
Receivables, LLC, Insight Enterprises, Inc., the Purchasers and Managing Agents party thereto,
and JPMorgan Chase Bank, N.A. (successor by merger to Bank One, NA (Main Office
Chicago)), as agent for the Purchasers (incorporated by reference to Exhibit 10.1 of our
quarterly report on Form 10-Q for the quarter ended September 30, 2010).
— Second Amended and Restated Credit Agreement, dated as of April 1, 2008, among Insight
Enterprises, Inc., the European Borrowers (as defined therein), the lenders party thereto, J.P.
Morgan Europe Limited, as European Agent, Wells Fargo Bank, National Association and U.S.
Bank National Association, as Co-Syndication Agents, and JPMorgan Chase Bank, National
Association, as Administrative Agent (incorporated by reference to Exhibit 10.2 of our quarterly
report on Form 10-Q for the quarter ended September 30, 2009).
— Amendment No. 1 to Second Amended and Restated Credit Agreement dated as of September
17, 2008 (incorporated by reference to Exhibit 10.2 of our current report on Form 8-K filed on
September 23, 2008).
— Amendment No. 3 to Second Amended and Restated Credit Agreement, dated as of August 12,
2010, among Insight Enterprises, Inc., Insight Direct (UK) Ltd., Insight Enterprises B.V.,
JPMorgan Chase Bank, National Association, as Administrative Agent, and certain lenders
identified therein (incorporated by reference to Exhibit 10.3 of our quarterly report on Form 10-
Q for the quarter ended September 30, 2010).
— Credit Agreement among Castle Pines Capital LLC, as an Administrative Agent, Wells Fargo
Foothill, LLC as an Administrative Agent, as Syndication Agent and as Collateral Agent and
Castle Pines Capital LLC and the other lenders party thereto and Calence, LLC, Insight Direct
USA, Inc. as Resellers (incorporated by reference to Exhibit 10.1 of our current report on Form
8-K filed on September 23, 2008).
81
INSIGHT ENTERPRISES, INC.
EXHIBITS TO FORM 10-K (continued)
YEAR ENDED DECEMBER 31, 2010
Commission File No. 0-25092
Exhibit
No.
10.32
Description
— Amendment to Credit Agreement, dated as of April 26, 2010, among Calence, LLC, Insight
Direct USA, Inc., Insight Public Sector, Inc., Castle Pines Capital LLC, as an administrative
agent, Wells Fargo Foothill, LLC, as an administrative agent, as syndication agent and as
collateral agent, and the lenders party thereto (incorporated by reference to Exhibit 10.1 of our
quarterly report on Form 10-Q for the quarter ended March 31, 2010).
10.33
— Amendment Number Two to Credit Agreement, dated as of August 12, 2010, among Calence,
LLC, Insight Direct USA, Inc., Insight Public Sector, Inc. and the lenders party thereto
(incorporated by reference to Exhibit 10.2 of our quarterly report on Form 10-Q for the quarter
ended September 30, 2010).
10.34
— Agreement and Plan of Merger, dated January 24, 2008, among Insight Enterprises, Inc., Insight
10.35
21
23.1
24.1
24.2
24.3
24.4
24.5
24.6
24.7
24.8
31.1
31.2
32.1
Networking Services, LLC, and Calence, LLC (incorporated by reference to Exhibit 2.1 of our
quarterly report on Form 10-Q for the quarter ended September 30, 2009).
— Support Agreement, dated January 24, 2008 among Insight Enterprises, Inc., Insight Networking
Services, LLC, Avnet, Inc., Calence Holdings, Inc., Michael F. Fong, Timothy J. Porthouse,
Richard J. Lesniak, Jr., Mary Donna Rives Lesniak, The Richard J. Lesniak Irrevocable Trust,
and the Mary Donna Lesniak Irrevocable Trust (incorporated by reference to Exhibit 10.1 of our
quarterly report on Form 10-Q for the quarter ended September 30, 2009).
— Subsidiaries of the Registrant.
— Consent of KPMG LLP.
— Power of Attorney for Timothy A. Crown dated February 16, 2011.
— Power of Attorney for Bennett Dorrance dated February 16, 2011.
— Power of Attorney for Michael M. Fisher dated February 16, 2011.
— Power of Attorney for Larry A. Gunning dated February 16, 2011.
— Power of Attorney for Anthony A. Ibargüen dated February 16, 2011.
— Power of Attorney for Robertson C. Jones dated February 16 2011.
— Power of Attorney for Kathleen S. Pushor dated February 16, 2011.
— Power of Attorney for Robert F. Woods dated February 16, 2011.
— Certification of Chief Executive Officer Pursuant to Securities and Exchange Act Rule 13a-14.
— Certification of Chief Financial Officer Pursuant to Securities and Exchange Act Rule 13a-14.
— Certification of Chief Executive Officer and Chief Financial Officer Pursuant to 18 U.S.C.
Section 1350, As Adopted Pursuant To Section 906 of the Sarbanes-Oxley Act of 2002.
(1) We have entered into a separate indemnification agreement with each of the following directors and executive
officers that differ only in names and dates: Steven R. Andrews, Glynis A. Bryan, Timothy A. Crown, Bennett
Dorrance, Michael M. Fisher, Larry A. Gunning, Anthony A. Ibargüen, Helen K. Johnson, Robertson C. Jones,
Kenneth T. Lamneck, David C. Olsen, Kathleen S. Pushor, Stephen A. Speidel and Robert F. Woods. Pursuant
to the instructions accompanying Item 601 of Regulation S-K, the Registrant is filing the form of such
indemnification agreement.
(2) Management contract or compensatory plan or arrangement.
82
INSIGHT ENTERPRISES, INC.
CERTIFICATION
Exhibit 31.1
I, Kenneth T. Lamneck, certify that:
1.
I have reviewed this Annual Report on Form 10-K of Insight Enterprises, Inc.;
2. Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a
material fact necessary to make the statements made, in light of the circumstances under which such statements
were made, not misleading with respect to the period covered by this report;
3. Based on my knowledge, the financial statements, and other financial information included in this report, fairly
present in all material respects the financial condition, results of operations and cash flows of the registrant as
of, and for, the periods presented in this report;
4. The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure
controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over
financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
a. Designed such disclosure controls and procedures, or caused such disclosure controls and procedures
to be designed under our supervision, to ensure that material information relating to the registrant,
including its consolidated subsidiaries, is made known to us by others within those entities, particularly
during the period in which this report is being prepared;
b. Designed such internal control over financial reporting, or caused such internal control over financial
reporting to be designed under our supervision, to provide reasonable assurance regarding the
reliability of financial reporting and the preparation of financial statements for external purposes in
accordance with generally accepted accounting principles;
c. Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this
report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end
of the period covered by this report based on such evaluation; and
d. Disclosed in this report any change in the registrant’s internal control over financial reporting that
occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the
case of an annual report) that has materially affected, or is reasonably likely to materially affect, the
registrant’s internal control over financial reporting; and
5. The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal
control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of
directors (or persons performing the equivalent functions):
a. All significant deficiencies and material weaknesses in the design or operation of internal control over
financial reporting which are reasonably likely to adversely affect the registrant’s ability to record,
process, summarize and report financial information; and
b. Any fraud, whether or not material, that involves management or other employees who have a
significant role in the registrant’s internal control over financial reporting.
Date: February 23, 2011
By: /s/ Kenneth T. Lamneck
Kenneth T. Lamneck
Chief Executive Officer
INSIGHT ENTERPRISES, INC.
CERTIFICATION
Exhibit 31.2
I, Glynis A. Bryan, certify that:
1.
I have reviewed this Annual Report on Form 10-K of Insight Enterprises, Inc.;
2. Based on my knowledge, this report does not contain any untrue statement of a material fact or omit to state a
material fact necessary to make the statements made, in light of the circumstances under which such statements
were made, not misleading with respect to the period covered by this report;
3. Based on my knowledge, the financial statements, and other financial information included in this report, fairly
present in all material respects the financial condition, results of operations and cash flows of the registrant as
of, and for, the periods presented in this report;
4. The registrant’s other certifying officer and I are responsible for establishing and maintaining disclosure
controls and procedures (as defined in Exchange Act Rules 13a-15(e) and 15d-15(e)) and internal control over
financial reporting (as defined in Exchange Act Rules 13a-15(f) and 15d-15(f)) for the registrant and have:
a. Designed such disclosure controls and procedures, or caused such disclosure controls and procedures
to be designed under our supervision, to ensure that material information relating to the registrant,
including its consolidated subsidiaries, is made known to us by others within those entities, particularly
during the period in which this report is being prepared;
b. Designed such internal control over financial reporting, or caused such internal control over financial
reporting to be designed under our supervision, to provide reasonable assurance regarding the
reliability of financial reporting and the preparation of financial statements for external purposes in
accordance with generally accepted accounting principles;
c. Evaluated the effectiveness of the registrant’s disclosure controls and procedures and presented in this
report our conclusions about the effectiveness of the disclosure controls and procedures, as of the end
of the period covered by this report based on such evaluation; and
d. Disclosed in this report any change in the registrant’s internal control over financial reporting that
occurred during the registrant’s most recent fiscal quarter (the registrant’s fourth fiscal quarter in the
case of an annual report) that has materially affected, or is reasonably likely to materially affect, the
registrant’s internal control over financial reporting; and
5 The registrant’s other certifying officer and I have disclosed, based on our most recent evaluation of internal
control over financial reporting, to the registrant’s auditors and the audit committee of the registrant’s board of
directors (or persons performing the equivalent functions):
a. All significant deficiencies and material weaknesses in the design or operation of internal control over
financial reporting which are reasonably likely to adversely affect the registrant’s ability to record,
process, summarize and report financial information; and
b. Any fraud, whether or not material, that involves management or other employees who have a
significant role in the registrant’s internal control over financial reporting.
Date: February 23, 2011
By: /s/ Glynis A. Bryan
Glynis A. Bryan
Chief Financial Officer
INSIGHT ENTERPRISES, INC.
CERTIFICATION PURSUANT TO
18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 32.1
In connection with the Annual Report of Insight Enterprises, Inc. (the “Company”) on Form 10-K for the period
ended December 31, 2010 as filed with the Securities and Exchange Commission on the date hereof (the “Report”),
we, Kenneth T. Lamneck, Chief Executive Officer of the Company, and Glynis A. Bryan, Chief Financial Officer of
the Company, certify, pursuant to 18 U.S.C. §1350, as adopted pursuant to §906 of the Sarbanes-Oxley Act of 2002,
that to the best of our knowledge:
(1) The Report fully complies with the requirements of Section 13(a) or 15(d) of the Securities Exchange Act of
1934; and
(2) The information contained in the Report fairly presents, in all material respects, the financial condition and
results of operations of the Company.
By: /s/ Kenneth T. Lamneck
Kenneth T. Lamneck
Chief Executive Officer
February 23, 2011
By: /s/ Glynis A. Bryan
Glynis A. Bryan
Chief Financial Officer
February 23, 2011
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