TABLE OF CONTENTS
PART I Page
ITEM 1.
Business ………………………………………………………………………………………… 1
ITEM 1A. Risk Factors ……………………………………………………………………………………… 10
ITEM 1B. Unresolved Staff Comments …………………………………………………………………… 17
ITEM 2.
Properties ……………………………………………………………………………………… 17
ITEM 3.
Legal Proceedings ……………………………………………………………………………… 18
ITEM 4. Mine Safety Disclosures ………………………………………………………………………… 18
PART II
ITEM 5. Market for the Registrant’s Common Equity, Related Stockholder Matters
and Issuer Purchases of Equity Securities ……………………………………………………… 19
ITEM 6.
Selected Financial Data ………………………………………………………………………… 21
ITEM 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations …… 2
ITEM 7A. Quantitative and Qualitative Disclosure About Market Risk …………………………………… 35
ITEM 8.
Consolidated Financial Statements and Supplementary Data ………………………………… 36
ITEM 9.
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure … 36
ITEM 9A. Controls and Procedures ……………………………………………………………………… 36
ITEM 9B. Other Information ……………………………………………………………………………… 39
PART III
ITEM 10. Directors, Executive Officers and Corporate Governance ……………………………………… 40
ITEM 11. Executive Compensation ……………………………………………………………………… 40
ITEM 12. Security Ownership of Certain Beneficial Owners and Management and Related
Stockholder Matters …………………………………………………………………………… 40
ITEM 13. Certain Relationships and Related Transactions and Director Independence ………………… 40
ITEM 14. Principal Accounting Fees and Services ………………………………………………………… 40
ITEM 15. Exhibits and Financial Statement Schedule …………………………………………………… 41
SIGNATURES ……………………………………………………………………………………………… 48
PART IV
2 0 1 3 A N N U A L R E P O R T
Dear Shareholders,
In 2013, PC Connection, Inc. continued to adapt to the rapidly
changing marketplace allowing us to better assist our customers
solve their business challenges with technology solutions. The
Company developed strategies to more accurately identify the
technology requirements of our customers, designed innovative
IT solutions, and improved upon our own internal processes to
realize greater efficiencies throughout our operations.
PC Connection’s approach to evolving industry trends and
customer needs has strengthened our position as a leading
National Solutions Provider and reinforced our reputation as a
trusted IT advisor. Moving forward, we remain committed to
expanding our solutions capabilities and enhancing our in-house
expertise to deliver leading technology solutions and exceptional
customer service.
PC Connection’s continued focus on advanced technology
solutions and sales capabilities resulted in record annual sales
and the highest gross margin since our initial public offering in
1998. The Company increased earnings per share by 9% from
2012 to 2013, which helped drive a significant increase in share
price during 2013. Our performance allowed us to pay a special
dividend for the third year in a row, returning $10.5 million to
shareholders in 2013 in the form of a $0.40 per share special cash
dividend. PC Connection finished the year with a cash balance of
$42.5 million and continued to have no outstanding bank debt.
In support of our strategic focus on providing high-value solutions
and services, and on achieving greater market penetration and
account acquisition, we made targeted improvements to our
business throughout 2013. These initiatives included efforts to
deepen customer engagement, improve operational efficiency,
and differentiate our brand and capabilities from those of our
competitors. To more rapidly and accurately move customer
opportunities over to our sales force we utilized intelligent lead
generation, predictive data analysis, and enhancements to
our customer data management tool.
To capitalize on these new opportunities, we invested in our
solutions and services sales capabilities, launched our Cloud
Practice, and expanded our portfolio of offerings across seven
practice areas: Data Center, Networking, Storage, Software,
Lifecycle, Mobility, and Cloud. In addition, PC Connection rolled
out a technology staffing services program to help customers
identify and hire the qualified technology talent they need to
achieve their unique IT goals. These services help customers
save time, reduce costs, and boost efficiency by simplifying
the hiring process and providing a reliable pool of talent for
their IT initiatives. To showcase PC Connection’s growing
capabilities to our diverse customer base, we conducted a
series of customer-facing technology summits and campaigns
across print, email, and Web—including the debut of our
corporate blog in Q3 2013.
Operational excellence remained a constant priority in 2013,
as we aligned resources, improved efficiencies, and streamlined
processes throughout our organization. In response to a
company-wide initiative to find opportunities for improvement, we
optimized our sales tools and took steps to enhance organizational
knowledge through ongoing communication and education.
The PC Connection family of companies performed well in
2013, with solid revenue growth in our enterprise, small- and
medium-sized business (SMB), education, and state and local
government markets. PC Connection Sales Corporation continues
to meet the technology needs of SMB customers. MoreDirect
services enterprise customers with our proprietary procurement
solution, TRAXX™, which we believe is one of the industry’s
most streamlined, efficient, and effective IT tools available.
GovConnection focuses on the public sector—including federal
government, higher education institutions, K–12, and state and
local governments. While our sales to federal customers were
impacted by the federal budget sequestration, which began in
Q1 2013, GovConnection secured valuable, new contracts over
the course of the year and is positioned well for future growth.
In addition, our focus on healthcare customers had positive
results across all three segments of our business.
PC Connection was honored with several awards throughout 2013,
including an HP Partner in Excellence Award, Microsoft Platinum
Level Operational Excellence Award, and Cisco’s Americas Strategic
Partner Organization Commercial Partner of the Year Award.
PC Connection was named Dell Healthcare Business Partner of the
Year and 2013 Partner of the Year by Educational & Institutional
Cooperative Purchasing. The Company was again named to the
Fortune 1000, CRN Solution Provider 500, and Internet Retailer
Top 500.
As PC Connection evolves to meet the changing needs of our
customers and explores new opportunities, our commitment to
innovation and exceptional service remains at the very core of
our strategy. Moving forward, we will continue to integrate more
closely with our customers, deepen our partnerships with industry
suppliers, and build upon the success of our solutions and
services offerings. We believe PC Connection is well positioned
to respond to the evolving needs of the marketplace and to
increase shareholder value. In closing, we would like to thank
our customers and partners for their business, recognize our
employees for their dedication and hard work, and express
our appreciation to you—our shareholders—for your
continued support.
Timothy McGrath
President and
Chief Executive Officer
Patricia Gallup
Chairman of the Board and
Chief Administrative Officer
UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D. C. 20549
FORM 10-K
(Mark One)
Í ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934
For the fiscal year ended December 31, 2013
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 000-23827
PC CONNECTION, INC.
(Exact name of registrant as specified in its charter)
Delaware
(State or other jurisdiction of
incorporation or organization)
730 Milford Road
Merrimack, New Hampshire
(Address of principal executive offices)
02-0513618
(I.R.S. Employer
Identification No.)
03054
(Zip Code)
Registrant’s telephone number, including area code (603) 683-2000
Securities registered pursuant to Section 12(b) of the Act:
Title of each class
Common Stock, $.01 par value
Name of each exchange on which registered
Nasdaq Global Select Market
Securities registered pursuant to Section 12(g) of the Act:
None
(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 ‘ NO Í
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 ‘ NO Í
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 Í NO ‘
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 submit and post such files). YES Í NO ‘
Indicate by check mark if disclosure of delinquent filers pursuant to Item 405 of Regulation S-K 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. ‘
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 definitions of “large accelerated filer,” “accelerated filer,” and “smaller reporting company” in Rule 12b-2 of the Exchange Act.
(Check one):
Large accelerated filer ‘
Non-accelerated filer ‘ (Do not check if a smaller reporting company)
Í
Accelerated filer
Smaller reporting company ‘
Indicate by check mark whether the registrant is a shell company (as defined in Rule 12b-2 of the Act). YES ‘ NO Í
The aggregate market value of the registrant’s voting shares of common stock held by non-affiliates of the registrant on June 28, 2013, based
on $15.45 per share, the last reported sale price on the Nasdaq Global Select Market on that date, was $146,669,291.
The number of shares outstanding of each of the registrant’s classes of common stock, as of February 15, 2014:
Class
Common Stock, $.01 par value
Number of Shares
26,199,911
The following documents are incorporated by reference into the Annual Report on Form 10-K: Portions of the registrant’s definitive Proxy
Statement for its 2014 Annual Meeting of Stockholders are incorporated by reference into Part III of this Report.
PART I
Item 1.
Business
GENERAL
We are a direct marketer of a wide range of information technology, or IT, solutions. We help our customers
design, enable, manage, and service their IT environments. We provide IT products, including computer systems,
software and peripheral equipment, networking communications, and other products and accessories that we
purchase from manufacturers, distributors, and other suppliers. We also offer services involving design,
configuration, and implementation of IT solutions. These services are performed by our personnel and by third-
party providers. We have three operating segments, which serve primarily: (a) small- to medium-sized
businesses, or SMBs, in our SMB segment, through our PC Connection Sales subsidiary, (b) large enterprise
customers, in our Large Account segment, through our MoreDirect subsidiary, and (c) federal, state, and local
government and educational institutions, in our Public Sector segment, through our GovConnection subsidiary.
We generate sales through (i) outbound telemarketing and field sales contacts by sales representatives focused on
the business, educational, healthcare, and government markets, (ii) our websites, and (iii) inbound calls from
customers responding to our catalogs and other advertising media. We offer a broad selection of over 300,000
products at competitive prices, including products from Apple, Cisco Systems, Dell, EMC, Hewlett-Packard,
IBM, Lenovo, Microsoft, Symantec, VMWare, and we partner with over 1,600 suppliers. Our most frequently
ordered products are carried in inventory and are typically shipped to customers the same day the order is
received.
Since our founding in 1982, we have consistently served our customers’ needs by providing innovative,
reliable, and timely service and technical support, and by offering an extensive assortment of branded products
through knowledgeable, well-trained sales and support teams. Our strategy’s effectiveness is reflected in the
recognition we have received, including being named to the Fortune 1000 and the CRN Solution Provider 500 for
thirteen straight years. Over the past few years, we have received numerous awards, including the Microsoft
Operational Excellence Platinum Award for outstanding performance and commitment to customer satisfaction.
We believe that our ability to understand our customers’ needs and provide comprehensive and effective IT
solutions has resulted in strong brand name recognition and a broad and loyal customer base. We also believe
that through our strong vendor relationships we can provide an efficient supply chain and be an effective IT
solution provider for our multiple customer segments.
We strive to identify the unique needs of our corporate, government, healthcare, educational, and small
business customers, and have designed our business processes to enable our customers to effectively manage
their IT systems. We provide value by offering our customers efficient design, deployment, and infrastructure
management of IT environments. As of December 31, 2013, we employed 662 sales representatives, whose
average tenure exceeded six years. Sales representatives are responsible for managing corporate and public sector
accounts and focus on sales to current and prospective customers. These sales representatives are supported by an
increasing number of support, engineering, and technical staff. We believe that increasing our sales
representatives’ productivity is important to our future success, and we have increased our headcount and
investments in this area accordingly.
We market our products and services through our websites: www.pcconnection.com, www.moredirect.com,
www.govconnection.com, and www.macconnection.com. Our websites provide extensive product information,
customized pricing, and the convenience of online orders.
We also publish several catalogs, including PC Connection®, focusing on PCs and compatible products, and
MacConnection®, focusing on Apple personal computers and compatible products. We also issue, from time to
time, specialty catalogs, including GovConnection catalogs directed to government and educational institutions
and Connection Magazine, directed to mid-market, enterprise, and healthcare customers.
1
Additional financial information regarding our business segments and geographic data about our customers
and assets is contained in Management’s Discussion and Analysis of Financial Condition and Results of
Operations in Item 7 of Part II, and in Note 15 to our Consolidated Financial Statements included in Item 8 of
Part II of this Annual Report on Form 10-K.
We are subject to the informational requirements of the Securities Exchange Act of 1934, as amended, or
the Exchange Act, and accordingly, we file reports, proxy and information statements, and other information with
the Securities and Exchange Commission, or the SEC. Such reports and information can be read and copied at
the public reference facilities maintained by the SEC at the Public Reference Room, 100 F Street, NE,
Washington, D.C. 20549. Information regarding the operation of the Public Reference Room may be obtained by
calling the SEC at 1-800-SEC-0330. The SEC maintains a website (http://www.sec.gov) that contains such
reports, proxy and information statements, and other information regarding issuers that file electronically with
the SEC. We maintain a corporate website with the address www.pcconnection.com. We are not including the
information contained in our website as part of, or incorporating by reference into, this annual report on Form
10-K. We make available free of charge through our website our annual reports on Form 10-K, quarterly reports
on Form 10-Q, and current reports on Form 8-K, and amendments to these reports filed or furnished pursuant to
Section 13(a) or 15(d) of the Exchange Act, as soon as reasonably practical after we electronically file these
materials with, or otherwise furnish them to, the SEC.
MARKET AND COMPETITION
We generate approximately 43% of our sales from the SMB market, 36% from medium-to-large corporate
accounts (Fortune 1000), and 21% from government and educational institutions. The overall IT market that we
serve is estimated to be in excess of $140 billion.
The largest segment of this market is served by local and regional “value added resellers,” or VARs, many
of whom we believe are transitioning from the hardware and software business to IT services, which generally
have higher margins. We have transitioned from an end-user or desktop-centric computing supplier to a network
or enterprise-wide IT solutions supplier. We have also partnered with third-party technology and
telecommunications service providers. We now offer our customers access to the same services and technical
expertise as local and regional VARs, but with a more extensive product selection at generally lower prices.
Intense competition for customers has led manufacturers of our IT products to use all available channels,
including direct marketers, to distribute their products. Certain of these manufacturers who have traditionally
used resellers to distribute their products have, from time to time, established their own direct marketing
operations, including sales through the Internet. Nonetheless, we believe that these manufacturers of PCs and
related products will continue to provide us and other third-party direct marketers favorable product allocations
and marketing support.
We believe new entrants to the direct marketing channel must overcome a number of obstacles, including:
•
•
•
•
•
the substantial time and resources required to build a customer base of meaningful size and profitability
for cost-effective operation;
the high costs of developing the information and operating infrastructure required to successfully
compete as a direct marketer;
the advantages enjoyed by larger and more established competitors in terms of purchasing and
operating efficiencies;
the difficulty of building relationships with vendors to achieve favorable product allocations and
attractive pricing terms; and
the difficulty of identifying and recruiting management personnel with significant direct marketing
experience in the industry.
2
BUSINESS STRATEGIES
We believe we become our customers’ IT provider of choice by providing innovative IT solutions which
meet our customers’ needs of increased productivity, mobility, virtualization, and security in a continually
evolving IT environment. We provide enhanced value by assisting them in cost-effectively maximizing business
opportunities provided by new technologies and advanced service solutions. The key elements of our business
strategies include:
• Providing consistent customer service before, during, and after the sale. We believe that we have
earned a reputation for providing superior customer service by consistently focusing on our customers’
needs. We have dedicated our resources to developing strong, long-term relationships with our
customers by accurately assessing their IT needs, and providing scalable, high-quality solutions and
services through our knowledgeable, well-trained personnel. Through operational excellence, we have
efficient delivery programs that provide a quality buying experience for our customers with reasonable
return policies.
• Offering a broad product selection at competitive prices. We offer a broad range of IT products and
solutions, including personal computers and related peripheral products, servers, storage, and
networking infrastructure, at costs that allow our customers to be more productive while maximizing
their IT budgets. Our advanced solution offerings include network, server, storage, and mission-critical
onsite installation and support using proprietary cloud-based service management software. We offer
products and enhanced service capabilities with aggressive price and performance standards, all with
the convenience of one-stop shopping for technology solutions.
•
Simplifying technology product procurement for corporate customers. We offer Internet-based
procurement options to eliminate complexity and enhance customer value, as well as lower the cost of
procurement for our customers. Our Large Account segment specializes in Internet-based solutions and
provides electronic integration between its customers and suppliers.
• Offering targeted IT solutions. Our customers seek solutions to increasingly complex IT infrastructure
demands. To better address their business needs, we have focused our solution service capabilities on
seven practice areas—Lifecycle, Data Center, Networking, Mobility, Storage, Cloud Solutions, and
Software. These IT practice groups are responsible for understanding the infrastructure needs of our
customers, and for designing cost-effective technology solutions to address them. We have also
partnered with third-party providers to make available a range of IT support services, including asset
assessment, implementation, maintenance, and disposal services. We believe we can leverage these
seven practice groups to transform our company into a recognized IT solution provider, which will
enable us to capture a greater share of the IT expenditures of our customers.
• Maintaining a strong brand name and customer awareness. Since our founding in 1982, we have
built a strong brand name and customer awareness. We have been named to the Fortune 1000 and the
CRN Solution Provider 500 for each of the last thirteen years. In 2007, Forbes Magazine acknowledged
us as one of America’s most trustworthy companies reflecting our commitment to maintaining a
corporate environment that fosters high ethical standards. We actively work with our existing
customers to become their IT provider of choice for products and enhanced solution services, while
ensuring our reputation of high-quality customer service, tailored marketing programs, and competitive
pricing lead the way to expanding our share of the overall IT market.
• Maintaining long-standing vendor relationships. We have a history of strong relationships with
vendors, and were among the first direct marketers qualified by manufacturers to market computer
systems to end users. By working closely with our vendors to provide an efficient channel for the
advertising and distribution of their products, we expect to expand market share and generate
opportunities for optimizing partner incentive programs.
3
GROWTH STRATEGIES
Our growth strategies are designed to increase revenues by maximizing operational efficiencies while
offering innovative products and value added service offerings, increasing penetration of our existing customers,
and expanding our customer base. Our six key elements of growth are:
• Expanding hardware and software offerings. We offer our customers an extensive range of IT
hardware and software products, and in response to customer demand, we continually evaluate and add
new products as they become available. We work closely with vendors to identify and source first-to-
market product offerings at aggressive prices.
• Expanding IT solution services offerings. We strive to accelerate solution and service growth by
providing creative solutions to the increasingly complex hardware and software needs of our
customers. Our Lifecycle, Data Center, Networking, Mobility, Storage, Cloud Solutions, and Software
services practice groups consist of industry-certified and product-certified engineers, as well as highly
specialized third-party providers. Our investment in these seven practice areas is expected to increase
our share of our customers’ annual IT expenditures by broadening the range of products and services
they purchase from us.
• Targeting customer segments. Through increased targeted marketing, we seek to expand the number
of our active customers and generate additional sales to existing customers by providing more value-
added services and solutions. We have developed specialty catalogs featuring product offerings
designed to address the needs of specific customer populations, including new product inserts targeted
to purchasers of graphics, server, and networking products. We also utilize Internet marketing
campaigns that focus on select markets, such as healthcare.
•
Increasing productivity of our sales representatives. We believe that higher sales productivity is the
key to leveraging our expense structure and driving future profitability improvements. We invest
significant resources in training new sales representatives and providing ongoing training to
experienced personnel. Our training and evaluation programs are focused towards assisting our sales
personnel in understanding and anticipating clients’ IT needs, with the goal of fostering loyal customer
relationships. We also provide our sales representatives with technical support on more complex sales
opportunities through our expanding group of technical solution specialists.
• Migrating to cloud-based solutions for our customers. Cloud computing will be a key driver of new
IT spending as our customers seek scalable, cost-effective solutions. We plan to expand our cloud-
based solution sales and assist our customers in navigating the complex and growing field of cloud-
solution offerings.
• Pursuing strategic acquisitions and alliances. We seek acquisitions and alliances that add new
customers, strengthen our product offerings, add management talent, and produce operating results
which are accretive to our core business earnings.
SERVICE AND SUPPORT
Since our founding in 1982, our primary objective has been to provide products and services that meet the
demands and needs of customers and to supplement those products with up-to-date product information and
excellent customer service and support. We believe that offering our customers superior value, through a
combination of product knowledge, consistent and reliable service and support, and leading products at
competitive prices, differentiates us from other direct marketers and provides the foundation for developing a
broad and loyal customer base.
We invest in training programs for our service and support personnel, with an emphasis on putting customer
needs and service first. Product support technicians assist callers with questions concerning compatibility,
installation, and more difficult questions relating to product use. The product support technicians authorize
4
customers to return defective or incompatible products to either the manufacturer or to us for warranty service.
In-house technicians perform both warranty and non-warranty repair on most major systems and hardware
products.
Using our customized information system, we transmit our customer orders either to our distribution center
or to our drop-ship suppliers, depending on product availability, for processing immediately after a customer
receives credit approval. At our distribution center, we also perform custom configuration of computer systems
as requested by our customers, which typically consists of the installation of memory, accessories, and/or
software purchased. Our customers may select the method of delivery that best meets their needs and is most cost
effective, ranging from expedited overnight delivery for urgently needed items to ground freight, generally used
for heavier, more bulky items. Through our Everything Overnight® service, orders accepted up to 7:00 p.m.
Eastern Time can be shipped for overnight delivery from our distribution center.
Our inventory stocking levels are based on three primary criteria. First, we stock and maintain a large
quantity of products that sell through quickly (such as notebook and desktop systems, printers, and monitors).
Second, we stock products obtained through opportunistic purchases (including first-to-market and end-of-life
special promotions, and popular products with limited availability). Third, we stock products in common
demand, such as components we use to configure systems prior to shipping, for which we want to avoid
shortages. Inventory stocking decisions are made generally independent of the level of shipping service, as
expedited shipping, including overnight delivery, is available through the majority of our drop-ship suppliers as
well as through our warehouse.
MARKETING AND SALES
We sell our products through our direct marketing channels to (i) SMBs including small office/home office
customers, (ii) government and educational institutions, and (iii) medium-to-large corporate accounts. We strive
to be the primary supplier of IT products and solutions to our existing and prospective customers by providing
exemplary customer service. We use multiple marketing approaches to reach existing and prospective customers,
including:
•
•
outbound telemarketing and field sales;
digital, web, and print media advertising; and
• marketing programs targeted to specific customer populations.
All of our marketing approaches emphasize our broad product offerings, fast delivery, customer support,
competitive pricing, and our wide range of service solutions.
Sales Channels. We believe that our ability to establish and maintain long-term customer relationships and
to encourage repeat purchases is largely dependent on the strength of our sales personnel and programs. Because
our customers’ primary contact with us is through our sales representatives, we are committed to maintaining a
qualified, knowledgeable, and motivated sales staff with its principal focus on customer service.
Outbound Telemarketing and Field Sales. We seek to build loyal relationships with potential
high-volume customers by assigning them to individual account managers. We believe that customers
respond favorably to one-on-one relationships with personalized, well-trained account managers. Once
established, these one-on-one relationships are maintained and enhanced through frequent
telecommunications and targeted catalogs and e-mails, as well as other marketing materials designed to
meet each customer’s specific IT needs. We pay most of our account managers a base annual salary
plus incentive compensation. Incentive compensation is tied to gross profit dollars produced by the
individual account manager. Account managers historically have significantly increased productivity
after approximately twelve months of training and experience.
5
Internet Sales. (www.pcconnection.com, www.moredirect.com, www.govconnection.com, and
www.macconnection.com) We provide product descriptions and prices for generally all products
online. Our PC Connection website also provides updated information for more than 300,000 items and
on-screen images for more than 175,000 items. We offer, and continuously update, selected product
offerings and other special buys. We believe our websites are an important sales source and
communication tool for improving customer service.
Our MoreDirect subsidiary’s business process and operations are primarily Web-based. Most of
its corporate customers utilize a customized Web page to quickly search, source, and track IT products.
MoreDirect’s website aggregates the current available inventories of its largest IT suppliers into a
single online source for its corporate customers. Its custom designed Internet-based system,
TRAXX™, provides corporate buyers with comparative pricing from several suppliers as well as
special pricing arranged through the manufacturer.
The Internet supports three key business initiatives for us:
• Customer choice—We have built our business on the premise that our customers should be
able to choose how they interact with us, be it by telephone, over the Internet or e-mail via
desktop or mobile device.
•
•
Lowering transactions costs—Our website tools include robust product search features and
Internet Business Accounts (customized Web pages), which allow customers to quickly and
easily find information about products of interest to them. If customers still have questions,
they may call our telesales representatives or account managers. Such phone calls are
typically shorter and have higher close rates than calls from customers who have not first
visited our websites.
Leveraging the time of experienced sales representatives—Our investments in technology-
based sales and service programs allow our sales representatives more time to build and
maintain relationships with our customers and help them to solve their business problems.
Inbound Telesales. Our inbound sales representatives answer customer telephone calls generated by our
catalogs and other advertising programs. They assist customers in making purchasing decisions, process product
orders, and respond to customer inquiries on order status, product pricing, and availability. Using our proprietary
information systems, sales representatives can quickly access customer records which detail purchase history and
billing and shipping information which helps expedite the ordering process.
Business Segments. We conduct our business operations through three business segments: SMB, Large
Account, and Public Sector.
SMB Segment. Our principal target customers in this segment are small-to-medium-sized
business customers. We use a combination of outbound telemarketing, including some on-site sales
solicitation by business development managers, and Internet sales through Internet Business Accounts,
to reach these customers.
Large Account Segment. Through our MoreDirect subsidiary’s custom designed Web-based
system, we are able to offer our larger corporate customers an efficient and effective method of
sourcing, evaluating, purchasing, and tracking a wide variety of IT products and services. MoreDirect’s
strategy is to be the primary single source procurement portal for its large corporate customers.
MoreDirect’s sales representatives typically have ten to twenty years of experience and are located
strategically across the United States. This allows them to work directly with customers, often on site.
MoreDirect generally places its product orders with manufacturers and/or distribution companies for
drop shipment directly to its customers.
Public Sector Segment. We use a combination of outbound telemarketing, including some on-site
sales solicitation by field sales account managers, and Internet sales through Internet Business
Accounts, to reach these customers. Through our GovConnection subsidiary, we target each of the four
6
distinct market sectors within this segment—federal government, higher educational institutions,
school grades K-12, and state and local governments.
The following table sets forth the relative distribution of net sales by business segment:
Years Ended December 31,
2013
2012
2011
Business Segment
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector
43%
36
21
42%
36
22
44%
34
22
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
100% 100% 100%
Catalog Distribution. We publish a variety of catalogs including PC Connection® for the PC market and
MacConnection® for the Apple market. In 2013, we published 8 editions of PC Connection® and 6
MacConnection® catalogs. We distribute catalogs to purchasers on our in-house mailing list as well as to
prospective customers. In addition, we distribute specialty catalogs to educational and government customers and
prospects on a periodic basis. We also distribute our monthly catalogs customized with special covers and inserts,
offering a wide assortment of special offers on products in specific areas such as graphics, server/netcom, and
mobile computing, or for specific customers, such as healthcare providers.
Specialty Marketing. Our specialty marketing activities include direct mail and print campaigns, email
programs, website promotions, and video/multimedia presentations.
Customers. We maintain an extensive database of customers and prospects currently aggregating
approximately 11 million names. However, no single customer accounted for more than 2% of our consolidated
revenue in 2013. While no single agency of the federal government comprised more than 2% of total sales,
aggregate sales to the federal government were 6.4% in 2013, and 8.4% in 2012 and 2011. The loss of any single
customer will not have a material adverse effect on any of our business segments. In addition, we do not have
individual orders in our backlog that are material to our business, as we typically ship products within hours of
receipt of orders.
PRODUCTS AND MERCHANDISING
We continuously focus on expanding the breadth of our product offerings. We currently offer our customers
over 300,000 information technology products designed for business applications from more than 1,600 vendors,
including hardware and peripherals, accessories, networking products, and software. We select the products we
sell based upon their technology and effectiveness, market demand, product features, quality, price, margins, and
warranties. The following table sets forth our percentage of net sales (in dollars) for major product categories:
PERCENTAGE OF NET SALES
Years Ended December 31,
2013
2012
2011
Notebook . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Software . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Desktop/Server
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net/Com Product . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Video, Imaging and Sound . . . . . . . . . . . . . . . . . . . . . . . .
Printer and Printer Supplies . . . . . . . . . . . . . . . . . . . . . . . .
Storage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Memory and System Enhancements . . . . . . . . . . . . . . . . .
Accessory/Services/Other . . . . . . . . . . . . . . . . . . . . . . . . .
19%
16
15
10
9
7
6
3
15
19%
15
15
10
9
7
7
3
15
18%
15
16
10
10
7
7
4
13
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
100%
100%
100%
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We offer a 30-day right of return generally limited to defective merchandise. Returns of non-defective
products are subject to restocking fees. Substantially all of the products marketed by us are warranted by the
manufacturer. We generally accept returns directly from the customer and then either credit the customer’s
account or ship the customer a similar product from our inventory.
PURCHASING AND VENDOR RELATIONS
Product purchases from Ingram Micro, Inc., or Ingram, our largest supplier, accounted for approximately
24%, 26%, and 25% of our total product purchases in 2013, 2012, and 2011, respectively. Purchases from
Synnex Corporation, or Synnex, comprised 12% of our total product purchases in 2013, and 14% in 2012 and
2011, respectively. Purchases from Tech Data Corporation, or Tech Data, comprised 10% of our total product
purchases in 2013 and 2012, respectively, and 12% in 2011. Purchases from Hewlett-Packard Company, or HP,
comprised 9% of our total product purchases in 2013 and 2012, respectively, and 10% in 2011. No other vendor
supplied more than 10% of our total product purchases in 2013, 2012, or 2011. We believe that, while we may
experience some short-term disruption, alternative sources for products obtained directly from Ingram, Synnex,
Tech Data, and HP are available to us.
Products manufactured by HP represented 25%, 27%, and 28% of our net sales in 2013, 2012, and 2011,
respectively. We believe that in the event we experience either a short-term or permanent disruption of supply of
HP products, such disruption would likely have a material adverse effect on our results of operations and cash
flows.
Many product suppliers reimburse us for advertisements or other cooperative marketing programs in our
catalogs and other marketing vehicles. Reimbursements may be in the form of discounts, advertising allowances,
and/or rebates. We also receive allowances from certain vendors based upon the volume of purchases or sales of
the vendors’ products by us. Some of our vendors offer limited price protection in the form of rebates or credits
against future purchases. We may also participate in end-of-life product and other special purchases which may
not be eligible for price protection.
We believe that we have excellent relationships with our vendors. We generally pay vendors within stated
terms, or earlier when favorable cash discounts are offered. We believe our high volume of purchases enables us
to obtain product pricing and terms that are competitive with those available to other major direct marketers.
Although brand names and individual product offerings are important to our business, we believe that
competitive products are available in substantially all of the merchandise categories offered by us.
DISTRIBUTION
We fulfill orders from customers both from products we hold in inventory and through drop shipping
arrangements with manufacturers and distributors. At our approximately 205,000 square foot distribution and
fulfillment complex in Wilmington, Ohio, we receive and ship inventory, configure computer systems, and
process returned products. Orders are transmitted electronically from our various sales facilities to our
Wilmington distribution center after credit approval, where packaging documentation is printed automatically
and order fulfillment takes place. Our customers are given several shipping options, ranging from expedited
overnight delivery through our Everything Overnight® service to normal ground freight service. Through our
Everything Overnight® service, orders accepted up until 7:00 p.m. Eastern Time, can be shipped from our
distribution center for overnight delivery via United Parcel Service, or UPS, or FedEx Corporation. Upon
request, orders may also be shipped by other common carriers.
We also place product orders directly with manufacturers and/or distribution companies for drop shipment
directly to our customers. Our MoreDirect subsidiary generally utilizes drop shipping for substantially all product
orders. Order status with distributors is tracked online, and in all circumstances, a confirmation of shipment from
manufacturers and/or distribution companies is received prior to initial recording of the transaction. At the end of
each financial reporting period, revenue is adjusted to reflect the anticipated receipt of products by the customers
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in the period. Products drop shipped by suppliers were 71%, 68%, and 65% of net sales in 2013, 2012, and 2011,
respectively. In future years, we expect that products drop shipped from suppliers may increase, both in dollars
and as a percentage of net sales, as we seek to lower our overall inventory and distribution costs while
maintaining excellent customer service.
Certain of our larger customers occasionally request special staged delivery arrangements under which
either we or our distribution partners set aside and temporarily hold inventory on our customer’s behalf. Such
orders are firm delivery orders, and customers generally pay under normal credit terms, regardless of delivery.
Revenue on such transactions is not recorded until shipment to their final destination as requested by the
customer. Inventory held for such staged delivery requests aggregated $14.4 million and $12.9 million at
December 31, 2013 and 2012, respectively.
We maintain inventories of fast moving products that account for a high percentage of our ongoing product
sales transactions and sales dollars. We may also, from time to time, make large inventory purchases of certain
first-to-market products or end-of-life products to obtain favorable purchasing discounts. We also maintain
sufficient inventory levels of high volume components and accessories used for configuration services.
MANAGEMENT INFORMATION SYSTEMS
Our subsidiaries utilize management information systems which have been significantly customized for our
use. These systems permit centralized management of key functions, including order taking and processing,
inventory and accounts receivable management, purchasing, sales, and distribution, and the preparation of daily
operating control reports on key aspects of the business. We also operate advanced telecommunications
equipment to support our sales and customer service operations. Key elements of the telecommunications
systems are integrated with our computer systems to provide timely customer information to sales and service
representatives, and to facilitate the preparation of operating and performance data.
MoreDirect has developed a custom designed Internet-based system, TRAXX™. This system is an
integrated application of sales order processing, integrated supply chain visibility, and has full EDI links with
major manufacturers’ distribution partners for product information, availability, pricing, ordering, delivery, and
tracking, including related accounting functions.
Our success is dependent in large part on the accuracy and proper use of our information systems, including
our telephone systems, to manage our inventory and accounts receivable collections, to purchase, sell, and ship
our products efficiently and on a timely basis, and to maintain cost-efficient operations. We expect to continue
upgrading our information systems in the future to more effectively manage our operations and customer
database.
We are in the midst of a comprehensive review and assessment of our entire business software needs. That
review and assessment includes the review of commercially available software that meets, or can be configured
to meet, those needs better than our existing software. In 2013, we capitalized $2.2 million of internally
developed software costs related to our Customer Master Data Management, or Customer MDM, software
project. In the third quarter of 2013, we completed the first phase of the Customer MDM project, and placed into
service $12.0 million of related software and integration expenditures. Accordingly, depreciation expense will
increase by an annual amount of approximately $2.0 million in 2014. The Customer MDM software provides us
with a more comprehensive view of our customers and serves as a foundation for future IT investments. While
we have not yet finalized our decisions regarding to what extent additional software will be acquired beyond the
Customer MDM software, we expect to increase our capital investments in our IT infrastructure in the next three
to five years, which will also likely increase SG&A expenses as the assets are placed into service and
depreciated. For further discussion see “Liquidity and Capital Resources” of Item 7 “Management’s Discussion
and Analysis of Financial Condition and Results of Operations” of this Annual Report on Form 10-K.
9
COMPETITION
The direct marketing and sale of IT related products, is highly competitive. We compete with other direct
marketers of IT products, including CDW Corporation and Insight Enterprises, Inc., who are much larger than we
are. We also compete with:
•
•
•
•
•
certain product manufacturers that sell directly to customers as well as some of our own suppliers, such
as Apple, Dell, HP, and Lenovo;
distributors that sell directly to certain customers;
local and regional VARs;
various franchisers, office supply superstores, and national computer retailers; and
companies with more extensive websites and commercial online networks.
Additional competition may arise if other new methods of distribution, such as broadband electronic
software distribution, emerge in the future. We compete not only for customers, but also for favorable product
allocations and cooperative advertising support from product manufacturers. Several of our competitors are
larger than we are and have substantially greater financial resources. These and other factors related to our
competitive position are discussed more fully in the “Overview” of Item 7, “Management’s Discussion and
Analysis of Financial Condition and Results of Operations” of this Annual Report on Form 10-K.
We believe that price, product selection and availability, and service and support are the most important
competitive factors in our industry.
INTELLECTUAL PROPERTY RIGHTS
Our trademarks include PC Connection®, MoreDirect®, GovConnection®, MacConnection®, Cloud
ConnectionTM, and their related logos; Everything Overnight®, The Connection®, Raccoon Character®, Service
Connection®, HealthConnection®, ProConnection™, TRAXX™, Education Connection®, Get Connected®,
Connect®, Your Brands, Your Way, Next Day®, and WebSPOC®. We intend to use and protect these and our
other marks, as we deem necessary. We believe our trademarks have significant value and are an important factor
in the marketing of our products. We do not maintain a traditional research and development group, but we work
closely with computer product manufacturers and other technology developers to stay abreast of the latest
developments in computer technology, with respect to the products we both sell and use.
WORK FORCE
As of December 31, 2013, we employed 1,961 persons (full-time equivalent), of whom 961 (including 299
management and support personnel) were engaged in sales-related activities, 386 were engaged in providing IT
services and customer service and support, 316 were engaged in purchasing, marketing, and distribution-related
activities, 96 were engaged in the operation and development of management information systems, and 202 were
engaged in administrative and finance functions. We consider our employee relations to be good. Our employees
are not represented by a labor union, and we have never experienced a labor related work stoppage.
Item 1A. Risk Factors
Statements contained or incorporated by reference in this Annual Report on Form 10-K that are not based
on historical fact are “forward-looking statements” within the meaning of the Private Securities Litigation
Reform Act of 1995, Section 27A of the Securities Act of 1933, as amended, and Section 21E of the Exchange Act.
These forward-looking statements regarding future events and our future results are based on current
expectations, estimates, forecasts, and projections and the beliefs and assumptions of management including,
without limitation, our expectations with regard to the industry’s rapid technological change and exposure to
10
inventory obsolescence, availability and allocations of goods, reliance on vendor support and relationships,
competitive risks, pricing risks, and the overall level of economic activity and the level of business investment in
information technology products. Forward-looking statements may be identified by the use of forward-looking
terminology such as “may,” “could,” “expect,” “estimate,” “anticipate,” “continue,” or similar terms,
variations of such terms, or the negative of those terms.
We cannot assure investors that our assumptions and expectations will prove to have been correct.
Important factors could cause our actual results to differ materially from those indicated or implied by forward-
looking statements. Such factors that could cause or contribute to such differences include those factors
discussed below. We undertake no intention or obligation to update or revise any forward-looking statements,
whether as a result of new information, future events, or otherwise. If any of the following risks actually occur,
our business, financial condition, or results of operations would likely suffer.
The economic instability in the financial markets may adversely affect our business and reduce our
operating results.
Our business has been affected by changes in economic conditions that are outside of our control, including
reductions in business investment, loss of consumer confidence, and fiscal uncertainty at both federal and state
government levels. Further reductions in federal government spending may result in significant reductions in
program funding, and we are not able, at present, to predict the effect of any such reductions. Considerable
uncertainty exists regarding expected economic conditions both globally and in the United States, and future
delays or reductions in IT spending could have a material adverse effect on demand for our products and
consequently on our financial results.
It is difficult to predict how long the economic instability in the financial markets will continue, the extent,
if any, to which they may deteriorate, and to which our business may be adversely affected. However, if IT
spending should again decline, we are likely to experience an adverse impact, which may be material on our
business and our results of operations.
We have experienced variability in sales, and there is no assurance that we will be able to maintain
profitable operations.
Several factors have caused our results of operations to fluctuate and we expect some of these fluctuations
to continue on a quarterly basis. Causes of these fluctuations include:
•
•
•
•
•
•
•
•
shifts in customer demand that affect our distribution models, including demand for total solutions;
loss of customers to competitors;
industry shipments of new products or upgrades;
changes in overall demand and timing of product shipments related to government spending;
changes in vendor distribution of products;
changes in our product offerings and in merchandise returns;
changes in distribution models as a result of cloud and software-as-a-service, or SaaS; and
adverse weather conditions that affect response, distribution, or shipping.
Our results also may vary based on our ability to manage personnel levels in response to fluctuations in
revenue. We base personnel levels and other operating expenditures on sales forecasts. If our revenues do not
meet anticipated levels in the future, we may not be able to reduce our staffing levels and operating expenses in a
timely manner to avoid significant losses from operations.
11
We face many competitive risks.
The direct marketing industry and the computer products retail business, in particular, are highly
competitive. We compete with other direct marketers of hardware and software and computer related products,
including CDW Corporation and Insight Enterprises, Inc., who are much larger than we are. Certain hardware
and software vendors, such as Apple, Dell, Lenovo, and HP, who provide products to us, also sell their products
directly to end users through their own catalogs, stores, and via the Internet. We also compete with computer
retail stores and websites, who are increasingly selling to business customers and may become a significant
competitor. We compete not only for customers, but also for advertising support from personal computer product
manufacturers. Some of our competitors have larger customer bases and greater financial, marketing, and other
resources than we do. In addition, some of our competitors offer a wider range of products and services than we
do and may be able to respond more quickly to new or changing opportunities, technologies, and customer
requirements. Many current and potential competitors also have greater name recognition, engage in more
extensive promotional activities, and adopt pricing policies that are more aggressive than ours. We expect
competition to increase as retailers and direct marketers who have not traditionally sold computers and related
products enter the industry.
In addition, product resellers and direct marketers are combining operations or acquiring or merging with
other resellers and direct marketers to increase efficiency. Moreover, current and potential competitors have
established or may establish cooperative relationships among themselves or with third parties to enhance their
products and services. Accordingly, it is possible that new competitors or alliances among competitors may
emerge and acquire significant market share.
We cannot provide assurance that we can continue to compete effectively against our current or future
competitors. If we encounter new competition or fail to compete effectively against our competitors, our business
may be harmed.
We face and will continue to face significant price competition.
Generally, pricing is very aggressive in our industry, and we expect pricing pressures to escalate should
economic conditions deteriorate. An increase in price competition could result in a reduction of our profit
margins. There can be no assurance that we will be able to offset the effects of price reductions with an increase
in the number of customers, higher sales, cost reductions, or otherwise. Also, our sales of IT hardware products
generally result in lower profit margins than those associated with software products. Such pricing pressures
could result in an erosion of our market share, reduced sales, and reduced operating margins, any of which could
have a material adverse effect on our business.
Virtualization of IT resources and applications, including networks, servers, applications, and data storage
may disrupt or alter our traditional distribution models.
Our customers can access, through a cloud-based platform, business-critical solutions without the significant
initial capital investment required for dedicated infrastructure. Growing demand for the development of cloud-
based solutions may reduce demand for some of our existing hardware products. If the transition to an
environment characterized by cloud-based computing and software being delivered as a service progresses, we
will likely increase investments in this area before knowing whether our sales forecasts will accurately reflect
customer demand for these products, services, and solutions. There can be no assurances that we will be able to
effectively compete using these virtual distribution models. Our inability to compete effectively with current or
future virtual distribution model competitors, or adapt to a cloud-based environment, could have a material
adverse effect on our business.
12
We may experience a reduction in the incentive programs offered to us by our vendors.
Some product manufacturers and distributors provide us with incentives such as supplier reimbursements,
payment discounts, price protection, rebates, and other similar arrangements. The increasingly competitive
computer hardware market has already resulted in the following:
•
reduction or elimination of some of these incentive programs;
• more restrictive price protection and other terms; and
•
reduced advertising allowances and incentives.
Many product suppliers provide us with advertising allowances, and in exchange, we feature their products
in our catalogs and other marketing vehicles. These vendor allowances, to the extent that they represent specific
reimbursements of incremental and identifiable costs, are offset against SG&A expenses. Advertising allowances
that cannot be associated with a specific program funded by an individual vendor or that exceed the fair value of
advertising expense associated with that program are classified as offsets to cost of sales or inventory. In the past,
we have experienced a decrease in the level of vendor consideration available to us from certain manufacturers.
The level of such consideration we receive from some manufacturers may decline in the future. Such a decline
could decrease our gross profit and have a material adverse effect on our earnings and cash flows.
Our business could be materially adversely affected by system failures, interruption, integration issues, or
security lapses of our information technology systems.
Our ability to effectively manage our business depends significantly on our information systems and
infrastructure. The failure of our current systems to operate effectively or to integrate with other systems,
including integration of upgrades to better meet the changing needs of our customers, could result in transaction
errors, processing inefficiencies, and the loss of sales and customers. In addition, cybersecurity threats are
evolving and include, but are not limited to, malicious software, attempts to gain unauthorized access to company
or customer data, denial of service attacks, the processing of fraudulent transactions, and other electronic security
breaches that could lead to disruptions in critical systems, unauthorized release of confidential or otherwise
protected information, and corruption of data. Although we have in place various processes, procedures, and
controls to monitor and mitigate these threats, there can be no assurance that these will be sufficient to prevent a
material security threat or that we can mitigate these risks for our customers. If any of these events were to
materialize, they could lead to disruption of our operations or loss of sensitive information as well as subject us
to regulatory actions, litigation, or damage to our reputation, and could have a material adverse effect on our
financial position, results of operations, or cash flows.
Should our financial performance not meet expectations and our stock price trade below current levels, we
may be required to record a significant charge to earnings for impairment of goodwill.
We test goodwill for impairment each year and more frequently if potential impairment indicators arise.
Although the fair value of our Large Account reporting unit substantially exceeded its carrying value at our
annual impairment test, should the financial performance of the reporting unit not meet expectations due to the
economy or otherwise, we would likely adjust downward its expected future operating results and cash flows.
Such adjustment may result in a determination that the carrying value of goodwill for the reporting unit exceeds
its fair value. This determination may in turn require that we record a significant non-cash charge to earnings to
reduce the $51.3 million aggregate carrying amount of goodwill held by our Large Account reporting unit,
resulting in a negative effect on our results of operations.
The failure to comply with our public sector contracts could result in, among other things, fines or
liabilities.
Revenues from the public sector segment are derived from sales to federal, state, and local government
departments and agencies, as well as to educational institutions, through various contracts and open market sales.
Government contracting is a highly regulated area. Noncompliance with government procurement regulations or
13
contract provisions could result in civil, criminal, and administrative liability, including substantial monetary
fines or damages, termination of government contracts, and suspension, debarment, or ineligibility from doing
business with the government. Our current arrangements with these government agencies allow them to cancel
orders with little or no notice and do not require them to purchase products from us in the future. The effect of
any of these possible actions by any government department or agency could adversely affect our financial
position, results of operations, and cash flows.
We could experience Internet and other system failures which would interfere with our ability to process
orders.
We depend on the accuracy and proper use of our management information systems, including our
telephone system. Many of our key functions depend on the quality and effective utilization of the information
generated by our management information systems, including:
•
•
•
our ability to purchase, sell, and ship products efficiently and on a timely basis;
our ability to manage inventory and accounts receivable collection; and
our ability to maintain operations.
Our management information systems require continual upgrades to most effectively manage our operations
and customer database. Although we maintain some redundant systems, with full data backup, our primary
computer and telecommunications hardware is located in a single facility in New Hampshire, and a substantial
interruption in our management information systems or in our telephone communication systems, including those
resulting from extreme weather and natural disasters, as well as power loss, telecommunications failure, or
similar events, would substantially hinder our ability to process customer orders and thus could have a material
adverse effect on our business.
We acquire a majority of our products for resale from a limited number of vendors. The loss of any one of
these vendors could have a material adverse effect on our business.
We acquire products for resale both directly from manufacturers and increasingly indirectly through
distributors and other sources. The five vendors supplying the greatest amount of goods to us constituted 61%,
63%, and 65% of our total product purchases in the years ended December 31, 2013, 2012, and 2011,
respectively. Among these five suppliers, product purchases from Ingram, our largest supplier, accounted for
approximately 24%, 26%, and 25% of our total product purchases in 2013, 2012, and 2011, respectively.
Purchases from Synnex comprised 12% of our total product purchases in 2013, and 14% for both 2012 and 2011.
Purchases from Tech Data comprised 10% of our total product purchases for both 2013 and 2012, and 12% of
our product purchases in 2011. Purchases from HP comprised 9% of our total product purchases in both 2013 and
2012, and 10% of our product purchases in 2011. No other vendor supplied more than 10% of our total product
purchases in 2013, 2012, or 2011. If we were unable to acquire products from Ingram, Synnex, Tech Data, or HP,
we could experience a short-term disruption in the availability of products, and such disruption could have a
material adverse effect on our results of operations and cash flows.
Products manufactured by HP represented 25%, 27%, and 28% of our net sales in 2013, 2012, and 2011,
respectively. We believe that in the event we experience either a short-term or permanent disruption of supply of
HP products, such disruption would likely have a material adverse effect on our results of operations and cash
flows.
Substantially all of our contracts and arrangements with our vendors that supply significant quantities of
products are terminable by such vendors or us without notice or upon short notice. Most of our product vendors
provide us with trade credit, of which the net amount outstanding at December 31, 2013 was $124.8 million.
Termination, interruption, or contraction of relationships with our vendors, including a reduction in the level of
trade credit provided to us, could have a material adverse effect on our financial position.
14
Some product manufacturers either do not permit us to sell the full line of their products or limit the number
of product units available to direct marketers such as us. An element of our business strategy is to continue
increasing our participation in first-to-market purchase opportunities. The availability of certain desired products,
especially in the direct marketing channel, has been constrained in the past. We could experience a material
adverse effect to our business if we are unable to source first-to-market purchases or similar opportunities, or if
significant availability constraints reoccur.
We are exposed to inventory obsolescence due to the rapid technological changes occurring in the personal
computer industry.
The market for personal computer products is characterized by rapid technological change and the frequent
introduction of new products and product enhancements. Our success depends in large part on our ability to
identify and market products that meet the needs of customers in that marketplace. In order to satisfy customer
demand and to obtain favorable purchasing discounts, we have and may continue to carry increased inventory
levels of certain products. By so doing, we are subject to the increased risk of inventory obsolescence. Also, in
order to implement our business strategy, we intend to continue, among other things, placing larger than typical
inventory stocking orders of selected products and increasing our participation in first-to-market purchase
opportunities. We may also, from time to time, make large inventory purchases of certain end-of-life products,
which would increase the risk of inventory obsolescence. In addition, we sometimes acquire special purchase
products without return privileges. There can be no assurance that we will be able to avoid losses related to
obsolete inventory. Manufacturers have limited return rights and have taken steps to reduce their inventory
exposure by supporting “configure-to-order” programs authorizing distributors and resellers to assemble
computer hardware under the manufacturers’ brands. These actions reduce the costs to manufacturers and shift
the burden of inventory risk to resellers like us, which could negatively impact our business.
We are dependent on key personnel.
Our future performance will depend to a significant extent upon the efforts and abilities of our senior
executives and other key management personnel. The competition for qualified management personnel in the
computer products industry is very intense, and the loss of service of one or more of these persons could have an
adverse effect on our business. Our success and plans for future growth will also depend on our ability to hire,
train, and retain skilled personnel in all areas of our business, including sales representatives and technical
support personnel. There can be no assurance that we will be able to attract, train, and retain sufficient qualified
personnel to achieve our business objectives.
The methods of distributing IT products are changing, and such changes may negatively impact us and
our business.
The manner in which IT hardware and software is distributed and sold is changing, and new methods of
distribution and sale have emerged, including distribution through cloud-based and SaaS solutions. In addition,
hardware and software manufacturers have sold, and may intensify their efforts to sell, their products directly to
end users. From time to time, certain manufacturers have instituted programs for the direct sales of large order
quantities of hardware and software to certain major corporate accounts. These types of programs may continue
to be developed and used by various manufacturers. Some of our vendors, including Apple, Dell, HP, and
Lenovo, currently sell some of their products directly to end users and have stated their intentions to increase the
level of such direct sales. In addition, manufacturers may attempt to increase the volume of software products
distributed electronically to end users. An increase in the volume of products sold through or used by consumers
of any of these competitive programs, or our inability to effectively adapt our business to increased electronic
distribution of products and services to end users could have a material adverse effect on our results of
operations.
15
We depend heavily on third-party shippers to deliver our products to customers.
Many of our customers elect to have their purchases shipped by an interstate common carrier, such as UPS
or FedEx Corporation. A strike or other interruption in service by these shippers could adversely affect our
ability to market or deliver products to customers on a timely basis.
Natural disasters, terrorism, and other circumstances could materially adversely affect our business.
Natural disasters, terrorism, and other business interruptions have caused and could cause damage or
disruption to international commerce and the global economy, and thus could have a negative effect on the
Company, its suppliers, logistics providers, manufacturing vendors, and customers. Our business operations are
subject to interruption by natural disasters, fire, power shortages, nuclear power plant accidents, terrorist attacks,
and other hostile acts, and other events beyond our control. Such events could decrease demand for our products,
make it difficult or impossible for us to deliver services or products to our customers, or to receive products from
our suppliers, and create delays and inefficiencies in our supply chain. In the event of a natural disaster,
significant recovery time and substantial expenditures could be required to resume operations and our financial
condition, results of operations, and cash flows could be materially adversely affected.
We may experience potential increases in shipping and postage costs, which may adversely affect our
business if we are not able to pass such increases on to our customers.
Shipping costs are a significant expense in the operation of our business. Increases in postal or shipping
rates could significantly impact the cost of shipping customer orders and mailing our catalogs. Postage prices and
shipping rates increase periodically, and we have no control over future increases. We have a long-term contract
with UPS, and believe that we have negotiated favorable shipping rates with our carriers. We generally invoice
customers for shipping and handling charges. There can be no assurance that we will be able to pass on to our
customers the full cost, including any future increases in the cost, of commercial delivery services.
We rely on the continued development of electronic commerce and Internet infrastructure development.
We have had an increasing level of sales made via the Internet in part because of the growing use and
acceptance of the Internet by end users. Sales of computer products via the Internet represent a significant portion
of overall computer product sales. Growth of our Internet sales is dependent on potential customers using the
Internet in addition to traditional means of commerce to purchase products. We cannot accurately predict the rate
at which they will do so.
Our success in growing our Internet business will depend in large part upon our development of an
increasingly sophisticated infrastructure for providing Internet access and services. If the number of Internet
users or their use of Internet resources continues to grow rapidly, such growth may impact the performance of
our existing Internet infrastructure. Additionally, our ability to increase the speed with which we provide services
to customers and to increase the scope of such services ultimately is limited by, and reliant upon, the
sophistication, speed, reliability, and cost-effectiveness of the networks operated by third parties, and these
networks may not continue to be developed or be available at prices consistent with our required business model.
Also, increasing customer sophistication requires that we provide additional website features and functionality in
order to be competitive in the marketplace and maintain market share.
We face uncertainties relating to unclaimed property and the collection of state sales and use tax.
We collect and remit sales and use taxes in states in which we have either voluntarily registered or have a
physical presence. Various states have sought to impose on direct marketers the burden of collecting state sales
and use taxes on the sales of products shipped to their residents. Many states have adopted rules that require
companies and their affiliates to register in those states as a condition of doing business with those state agencies.
Our three sales companies are registered in substantially all states, however, if a state were to determine that our
16
earlier contacts with that state exceeded the constitutionally permitted contacts, the state could assess a tax
liability relating to our prior year sales. A comprehensive multi-state unclaimed property audit continues to be in
process, and total accruals for unclaimed property aggregated $1.8 million at December 31, 2013.
Privacy concerns with respect to list development and maintenance may materially adversely affect our
business.
We mail catalogs and other promotional materials to names in our customer database and to potential
customers whose names we obtain from rented or exchanged mailing lists. Public concern regarding the
protection of personal information has subjected the rental and use of customer mailing lists and other customer
information to increased scrutiny. Legislation enacted limiting or prohibiting the use of rented or exchanged
mailing lists could negatively affect our business.
We are controlled by two principal stockholders.
Patricia Gallup and David Hall, our two principal stockholders, beneficially own or control, in the
aggregate, approximately 62% of the outstanding shares of our common stock as of December 31, 2013. Because
of their beneficial stock ownership, these stockholders can continue to elect the members of the Board of
Directors and decide all matters requiring stockholder approval at a meeting or by a written consent in lieu of a
meeting. Similarly, such stockholders can control decisions to adopt, amend, or repeal our charter and our
bylaws, or take other actions requiring the vote or consent of our stockholders and prevent a takeover of us by
one or more third parties, or sell or otherwise transfer their stock to a third party, which could deprive our
stockholders of a control premium that might otherwise be realized by them in connection with an acquisition of
our Company. Such control may result in decisions that are not in the best interest of our public stockholders. In
connection with our initial public offering, the principal stockholders placed substantially all shares of common
stock beneficially owned by them into a voting trust, pursuant to which they are required to agree as to the
manner of voting such shares in order for the shares to be voted. Such provisions could discourage bids for our
common stock at a premium as well as have a negative impact on the market price of our common stock.
Item 1B. Unresolved Staff Comments
None.
Item 2.
Properties
In November 1997, we entered into a fifteen-year lease for our corporate headquarters and telemarketing
center located at 730 Milford Road, Merrimack, New Hampshire 03054-4631, with an affiliated entity, G&H
Post, which is related to us through common ownership. The lease, as amended, required us to pay our
proportionate share of real estate taxes and common area maintenance charges as either additional rent or directly
to third parties, and also to pay insurance premiums for the leased property. The lease was recorded as a capital
lease and expired in November 2013. We are currently renting the space on a month-to-month basis and have the
option to renew the lease for two additional terms of five years each.
In August 2008, we entered into a lease agreement with G&H Post, which is related to us through common
ownership, for an office facility adjacent to our corporate headquarters. The lease has a term of ten years and
provides us with an option to renew the lease for two additional two-year terms, at the then comparable market
rate. The lease requires us to pay our proportionate share of real estate taxes and common area maintenance
charges as either additional rent or directly to third parties and also to pay insurance premiums for the leased
property. The lease has been recorded as an operating lease in the financial statements.
We also lease 205,000 square feet in two facilities in Wilmington, Ohio, which houses our distribution and
order fulfillment operations. The leases governing these two facilities expire in the fourth quarter of 2015 and the
first quarter of 2016, and contain provisions to renew for additional terms. We also operate sales and support
17
offices in Keene and Portsmouth, New Hampshire; Marlborough, Massachusetts; Rockville, Maryland; Shelton,
Connecticut; Dakota Dunes, South Dakota; Boca Raton, Florida; and Itasca, Illinois, and lease facilities at these
locations. Leasehold improvements associated with these properties are amortized over the terms of the leases or
their useful lives, whichever is shorter. We believe that existing or otherwise available distribution facilities in
Wilmington, Ohio will be sufficient to support our anticipated needs through the next twelve months and beyond.
Item 3.
Legal Proceedings
We are subject to audits by states on sales and income taxes, unclaimed property, employment matters, and
other assessments. A comprehensive multi-state unclaimed property audit continues to be in progress. While
management believes that known and estimated liabilities have been adequately provided for, it is too early to
determine the ultimate outcome of such audits, as formal assessments have not been finalized. Additional
liabilities for this and other audits could be assessed, and such outcomes could have a material, negative impact
on our financial position, results of operations, and cash flows.
We are subject to various legal proceedings and claims, including patent infringement claims, which have
arisen during the ordinary course of business. In the opinion of management, the outcome of such matters is not
expected to have a material effect on our financial position, results of operations, and cash flows.
Executive Officers of PC Connection
Our executive officers and their ages as of March 10, 2014 are as follows:
Name
Patricia Gallup
Timothy McGrath
Joseph Driscoll
Age
59
55
49
Position
Chairman and Chief Administrative Officer
President and Chief Executive Officer
Senior Vice President, Treasurer and Chief Financial Officer
Patricia Gallup is a co-founder of PC Connection and has served as Chief Administrative Officer since
August 2011. Ms. Gallup served as Chief Executive Officer from September 2002 to August 2011, and as
Chairman of the Board since September 2002. Ms. Gallup also served as President from March 2003 to May
2010. Ms. Gallup has served as a member of our executive management team since its inception in 1982.
Timothy McGrath has served as Chief Executive Officer since August 2011, and as President since May
2010. Mr. McGrath served as Chief Operating Officer from May 2010 to August 2011. Mr. McGrath also served
as Executive Vice President, PC Connection Enterprises from May 2007 to May 2010, as Senior Vice President,
PC Connection Enterprises from December 2006 to May 2007, and as President of PC Connection Sales
Corporation, our largest sales subsidiary, from August 2005 to December 2006.
Joseph Driscoll has served as Senior Vice President, Treasurer and Chief Financial Officer since March
2012. Prior to joining PC Connection, Mr. Driscoll served as Chief Financial Officer at Summer Infant, Inc. from
September 2006 to March 2012. From May 2001 to September 2006, Mr. Driscoll was employed as Vice
President of Finance and later served as Chief Financial Officer at ACT Electronics, Inc.
Item 4. Mine Safety Disclosures
Not applicable.
18
PART II
Item 5. Market for the Registrant’s Common Equity, Related Stockholder Matters, and Issuer
Purchases of Equity Securities
Market Information
Our common stock commenced trading on March 3, 1998, on the Nasdaq Global Select Market under the
symbol “PCCC.” As of February 15, 2014, there were 26,199,911 shares of our common stock outstanding, held
by 79 stockholders of record.
The following table sets forth for the fiscal periods indicated the range of high and low sales prices for our
common stock on the Nasdaq Global Select Market.
2013
Quarter Ended:
High
Low
December 31 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
September 30 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
June 30 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
March 31 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$25.94
17.50
17.65
17.62
$14.80
14.51
14.08
11.00
2012
Quarter Ended:
High
Low
December 31 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
September 30 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
June 30 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
March 31 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$12.53
12.90
10.69
12.92
$ 9.82
10.26
7.34
8.00
In 2013, we paid a cash dividend of $0.40 per share. The total cash payment of $10.5 million was made on
December 26, 2013 to shareholders of record at the close of business on December 12, 2013. In 2012, we paid a
cash dividend of $0.38 per share. The total cash payment of $10.1 million was made on December 14, 2012 to
shareholders of record at the close of business on November 28, 2012. We have no current plans to pay
additional cash dividends on our common stock in the foreseeable future, and declaration of any future cash
dividends will depend upon our financial position, strategic plans, and general business conditions.
Share Repurchase Authorization
On March 28, 2001, our Board of Directors authorized the spending of up to $15.0 million to repurchase our
common stock. We consider block repurchases directly from larger shareholders, as well as open market
purchases, in carrying out our ongoing stock repurchase program.
We did not repurchase any shares in 2013. As of December 31, 2013, we have repurchased an aggregate of
1,682,119 shares for $12.2 million under our Board approved 2001 repurchase program. The maximum
approximate dollar value of shares that may yet be purchased under this Board authorized program is $2.8
million. During the year ended December 31, 2013, we issued upon the vesting of restricted stock 47,500 shares
from treasury with a fair value of $0.4 million and have reflected the net remaining balance of treasury stock on
the consolidated balance sheet. In connection with the vesting, we withheld 18,511 shares, having an aggregate
fair value of $0.3 million, to satisfy related payroll tax obligations. These net-share settlements had the economic
effect of repurchases of common stock as they reduced the number of shares that would have otherwise been
issued as a result of the vesting. The shares withheld were returned to treasury but did not apply against
authorized repurchase limits under our Board of Directors’ authorization.
19
On February 11, 2014, our Board approved a new share repurchase program authorizing up to $15.0 million
in share repurchases. There is no fixed termination date for this repurchase program. Purchases may be made in
open-market transactions, block transactions on or off an exchange, or in privately negotiated transactions. We
intend to complete the 2001 repurchase program before repurchasing shares under the new program. The timing
and amount of any share repurchases will be based on market conditions and other factors.
Stock Performance Graph
The following performance graph and related information shall not be deemed “soliciting material” or to
be “filed” with the SEC, nor shall such information be incorporated by reference into any future filing under the
Securities Act of 1933 or the Exchange Act, each as amended, except to the extent that we specifically
incorporate it by reference into such filing.
The following stock performance graph compares cumulative total stockholder return on our common stock
for the period from January 1, 2008 through December 31, 2013 with the cumulative total return for (i) the
Nasdaq Stock Market Composite and (ii) the Nasdaq Retail Trade Stocks (Peer Group) for the period starting
January 1, 2008 and ending December 31, 2013. This graph assumes the investment of $100 on January1, 2008
in our common stock and in each of the two Nasdaq indices, and that dividends are reinvested.
Company Name / Index
Dec-08 Dec-09 Dec-10 Dec-11 Dec-12
Dec-13
PC Connection, Inc.
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Nasdaq Stock Market-Composite . . . . . . . . . . . . . . . . . . . . . . .
Nasdaq Retail Trade (Peer Index) . . . . . . . . . . . . . . . . . . . . . . .
100
100
100
31.84
45.34
38.92
31.26
18.13
25.25
29.84
7.39
(0.79) 17.75
18.24
12.61
119.88
40.17
29.87
Base
Period
Indexed Returns
Years Ended
20
Item 6.
Selected Financial Data
The following selected financial and operating data should be read in conjunction with our Consolidated
Financial Statements and the Notes thereto, and “Management’s Discussion and Analysis of Financial Condition
and Results of Operations” and other financial information included elsewhere in this Form 10-K.
Consolidated Statement of Operations Data:
Years Ended December 31,
2013
2012
2011
2010
2009
(dollars in thousands, except per share and selected operating data)
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $2,221,638 $2,158,873 $2,103,295 $1,974,198 $1,569,656
1,384,860
1,928,638
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . .
1,838,411
1,876,784
1,744,298
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative
expenses . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . .
Special charges (1)
Income (loss) from operations . . . . . . . . . . . .
Interest expense . . . . . . . . . . . . . . . . . . . . . . . .
Other, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income (loss) before taxes . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . .
293,000
282,089
264,884
229,900
184,796
233,604
—
59,396
(149)
—
59,247
(23,565)
226,322
1,135
54,632
(166)
41
54,507
(21,436)
217,273
—
47,611
(369)
189
47,431
(18,644)
191,233
—
38,667
(490)
213
38,390
(15,429)
172,654
12,826
(684)
(517)
524
(677)
(545)
Net income (loss)
. . . . . . . . . . . . . . . . . . . . . . $
35,682 $
33,071 $
28,787 $
22,961 $
(1,222)
Basic earnings (loss) per share . . . . . . . . . . . . $
Diluted earnings (loss) per share . . . . . . . . . . . $
1.37 $
1.35 $
1.25 $
1.24 $
1.08 $
1.07 $
0.85 $
0.85 $
(0.05)
(0.05)
Consolidated Balance Sheet Data:
December 31,
2013
2012
2011
2010
2009
(dollars in thousands)
Working capital . . . . . . . . . . . . . . . . . . . . . . . . $ 256,376 $ 222,987 $ 207,312 $ 205,073 $ 183,670
Total assets . . . . . . . . . . . . . . . . . . . . . . . . . . .
401,095
500,944
Short-term debt:
468,323
468,019
420,941
Borrowings under line of credit
Current maturities of capital lease
. . . . . . .
obligation to affiliate . . . . . . . . . . . . . .
—
—
—
989
5,267
971
—
870
—
780
Long-term debt:
Capital lease obligation to affiliate, less
current maturities . . . . . . . . . . . . . . . .
Total stockholders’ equity . . . . . . . . . . . . . . . .
Cash dividends declared per share . . . . . . . . . $
—
319,829
—
291,303
0.40 $
0.38 $
989
273,529
0.40
1,960
257,639
—
2,830
235,266
—
(1)
Special charges in 2012 consisted of $1,135 related to share-based awards granted upon the retirement of a
former executive officer and workforce reductions. Special charges in 2009 consisted of a non-cash asset
write-off of $11,609 and workforce reductions of $1,217. We recognized the asset write-off after we ceased
further development of an internally developed Customer Relationship Management software module.
21
Item 7. Management’s Discussion and Analysis of Financial Condition and Results of Operations
Our management’s discussion and analysis of our financial condition and results of operations include the
identification of certain trends and other statements that may predict or anticipate future business or financial
results that are subject to important factors that could cause our actual results to differ materially from those
indicated. See “Item 1A. Risk Factors.”
OVERVIEW
We are a direct marketer of a wide range of information technology, or IT, solutions. We help our customers
design, enable, manage, and service their IT environments. We provide IT products, including computer systems,
software and peripheral equipment, networking communications, and other products and accessories that we
purchase from manufacturers, distributors, and other suppliers. We also offer services involving design,
configuration, and implementation of IT solutions. These services are performed by our personnel and by third-
party providers. We operate through three sales segments, which serve primarily: (a) small- to medium-sized
businesses, or SMBs, through our PC Connection Sales subsidiary, (b) large enterprise customers, in our Large
Account segment, through our MoreDirect subsidiary, and (c) federal, state, and local government and
educational institutions, in our Public Sector segment, through our GovConnection subsidiary.
We generate sales primarily through outbound telemarketing and field sales contacts by account managers
focused on the business, education, and government markets, our websites, and inbound calls from customers
responding to our catalogs and other advertising media. We seek to recruit, retain, and increase the productivity
of our sales personnel through training, mentoring, financial incentives based on performance, and updating and
streamlining our information systems to make our operations more efficient.
As a value added reseller in the IT supply chain, we do not manufacture IT hardware or software. We are
dependent on our suppliers—manufacturers and distributors that historically have sold only to resellers rather
than directly to end users. However, certain manufacturers have on multiple occasions attempted to sell directly
to our customers, and in some cases, have restricted our ability to sell their products directly to certain customers,
thereby attempting to eliminate our role. We believe that the success of these direct sales efforts by suppliers will
depend on their ability to meet our customers’ ongoing demands and provide objective, unbiased solutions to
meet their needs. We believe more of our customers are seeking comprehensive IT solutions, rather than simply
the acquisition of specific IT products. Our advantage is our ability to be product-neutral and provide a broader
combination of products, services, and advice tailored to customer needs. By providing customers with
customized solutions from a variety of manufacturers, we believe we can mitigate the negative impact of
continued direct sales initiatives from individual manufacturers. Through the formation of our ProConnection
services group we are able to provide customers complete IT solutions, from identifying their needs, to
designing, developing, and managing the integration of products and services to implement their IT projects.
Such service offerings carry higher margins than traditional product sales. Additionally, the technical
certifications of our service engineers permit us to offer higher-end, more complex products that generally carry
higher gross margins. We expect these service offerings and technical certifications to continue to play a role in
sales generation and improve gross margins in this competitive environment.
The primary challenges we continue to face in effectively managing our business are (1) increasing our
revenues while at the same time improving our gross margin in all three segments, (2) recruiting, retaining, and
improving the productivity of our sales personnel, and (3) effectively controlling our selling, general, and
administrative, or SG&A, expenses while making major investments in our IT systems and solution selling
personnel.
To support future growth, we are expanding our IT solution business, which requires the addition of highly-
skilled service engineers. Although we expect to realize the ultimate benefit of higher-margin service revenues
under this multi-year initiative, we believe that our cost of services will increase significantly as we add service
engineers. If our service revenues do not grow enough to offset the cost of these headcount additions, our
operating results may decline.
22
Market conditions and technology advances significantly affect the demand for our products and services.
Virtual delivery of software products and advanced Internet technology providing customers enhanced
functionality have substantially increased customer expectations, requiring us to invest more heavily in our own
IT development to meet these new demands. This investment includes significant planned expenditures to update
our websites, as buying trends change and electronic commerce continues to grow.
Our investments in IT infrastructure are designed to enable us to operate more efficiently. In the third
quarter of 2013, we completed the first phase of a Customer MDM software project, and placed into service
$12.0 million of related software and integration costs. Accordingly, depreciation expense will increase by an
annual amount of approximately $2.0 million in 2014. The Customer MDM software provides us with a more
comprehensive view of our customers and serves as a foundation for future IT investments. While we have not
yet finalized our decisions regarding to what extent additional software will be acquired beyond the Customer
MDM software, we expect to increase our capital investments in our IT infrastructure in the next three to five
years, which will also likely increase SG&A expenses as the assets are placed into service and depreciated.
RESULTS OF OPERATIONS
The following table sets forth information derived from our statements of income expressed as a percentage
of net sales for the periods indicated:
Years Ended December 31,
2013
2012
2011
Net sales (in millions) . . . . . . . . . . . . . . . . . . . . . . . . . . .
$2,221.6
$2,158.9
$2,103.3
Gross margin . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative expenses . . . . . . . . .
Special charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income from operations . . . . . . . . . . . . . . . . . . . . . . . . .
13.2%
10.5
—
2.7
13.1%
10.5
0.1
2.5
12.6%
10.3
—
2.3
Net sales increased in 2013 by $62.7 million, or 2.9%, compared to 2012, due to increased sales in our SMB
and Large Account segments. Gross margin (gross profit expressed as a percentage of net sales) increased due to
our continued focus on increasing sales of higher-margin solution products and services. SG&A expenses
increased in dollars due to investments in solutions sales support and incremental variable compensation
associated with higher gross profits, but was unchanged as a percentage of net sales. Operating income as a
percentage of net sales increased year over year due to the increase in net sales and gross margin.
23
Sales Distribution
The following table sets forth our percentage of net sales by business segment and product mix:
Years Ended December 31,
2013
2012
2011
Business Segment
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector
43%
36
21
42%
36
22
44%
34
22
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
100% 100% 100%
Product Mix
Notebook . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Software . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Desktop/Server . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net/Com Product . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Video, Imaging and Sound . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Printer and Printer Supplies . . . . . . . . . . . . . . . . . . . . . . . . . . .
Storage . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Memory and System Enhancements . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accessory/Services/Other
19%
16
15
10
9
7
6
3
15
19%
15
15
10
9
7
7
3
15
18%
15
16
10
10
7
7
4
13
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
100% 100% 100%
Gross Profit Margins
The following table summarizes our overall gross profit margins, as a percentage of net sales, for the last
three years:
Segment
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total
Years Ended December 31,
2013
2012
2011
15.4% 15.2% 14.6%
11.5
11.5
11.4
11.6
13.2% 13.1% 12.6%
10.9
11.2
On a consolidated basis, gross margin in 2013 increased year over year due to improved invoice selling
margins (8 basis points). Invoice selling margins improved due to our focus on increasing sales of higher-margin
solution services and products, such as networking and software.
Cost of Sales and Certain Other Costs
Cost of sales includes the invoice cost of the product, direct employee and third party cost of services, direct
costs of packaging, inbound and outbound freight, and provisions for inventory obsolescence, adjusted for
discounts, rebates, and other vendor allowances. Direct operating expenses relating to our purchasing function
and receiving, inspection, warehousing, packing and shipping, and other expenses of our distribution center are
included in our SG&A expenses. Accordingly, our gross margin may not be comparable to those of other entities
who include all of the costs related to their distribution network in cost of goods sold. Such distribution costs
included in our SG&A expenses were $13.8 million, $13.9 million, and $13.5 million for 2013, 2012, and 2011,
respectively. Distribution costs as a percentage of net sales for the periods reported are as follows:
2013
0.62%
Years Ended December 31,
2012
0.64%
24
2011
0.64%
Operating Expenses
The following table breaks out our more significant operating expenses for the last three years (in millions
of dollars):
Years Ended December 31,
2013
2012
2011
Personnel costs . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Advertising . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Facilities operations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Professional fees . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Credit card fees . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . . .
Bad debts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other, net
$173.6
18.0
10.6
7.7
7.4
7.1
1.1
8.1
$164.0
20.0
10.5
7.8
6.5
6.9
0.9
9.7
$153.3
20.9
10.1
7.4
6.6
6.0
2.2
10.8
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$233.6
$226.3
$217.3
Percentage of net sales . . . . . . . . . . . . . . . . . . . . . . . . . . .
10.5%
10.5%
10.3%
Personnel costs increased in 2013 compared to 2012 due to investments in our sales force and solution sales
support, in addition to increased variable compensation associated with higher gross profits.
YEAR-OVER-YEAR COMPARISONS
Year Ended December 31, 2013 Compared to Year Ended December 31, 2012
Net sales increased by 2.9% to $2,221.6 million in 2013 from $2,158.9 million in 2012. Changes in net sales
and gross profit by operating segment are shown in the following table (dollars in millions):
Years Ended December 31,
2013
2012
Amount
% of
Net Sales
Amount
% of
Net Sales
%
Change
Sales:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 952.7
793.7
475.2
42.9% $ 902.6
773.4
35.7
482.9
21.4
41.8% 5.6%
35.8
22.4
2.6
(1.6)
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$2,221.6
100.0% $2,158.9
100.0% 2.9%
Gross Profit:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 147.0
91.7
54.3
15.4% $ 137.0
89.2
11.5
55.9
11.4
15.2% 7.3%
11.5
11.6
2.8
(3.0)
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 293.0
13.2% $ 282.1
13.1% 3.9%
• Net sales to small- and medium-sized businesses increased due to higher demand for desktops and our
focus on growing solution sales. Software and networking product sales each grew at a faster rate than
overall SMB sales due to our investments in solution selling and increased customer demand. Increased
need for security and office productivity led to increased software sales, and the growing demand for
data center products led to increased networking sales.
• Net sales for the Large Account segment increased due to increased demand associated with improved
corporate profits. Networking and software sales grew due to our investments in solution sales and
support and increased demand for security, office productivity, and data center products.
25
• Net sales to government and education customers for the Public Sector segment decreased due to
constrained government spending. Federal government sales decreased year over year by 22.6%,
however, sales to state and local governments and educational institutions increased by 11.0%
compared to the prior year. Sales of notebook/tablets to educational institutions increased due to higher
demand associated with standardized digital testing requirements that will take effect in 2014.
Gross profit for 2013 increased in dollars and as a percentage of net sales, as explained below:
• Gross profit for the SMB segment increased due to higher net sales and an increase in gross margin.
Gross margin was higher due to an increase in agency revenues (15 basis points) and invoice selling
margins (7 basis points), and also benefitted from lower freight costs (5 basis points). We receive
agency fees from suppliers for certain software and hardware sales which are recorded as revenue with
no corresponding cost of goods sold, and accordingly have a positive impact on gross margin.
• Gross profit for the Large Account segment increased due to higher net sales. Gross margin was largely
unchanged as higher invoice selling margins (16 basis points) were offset by lower agency revenues
(19 basis points).
• Gross profit for the Public Sector segment decreased due lower net sales and gross margin. Lower
invoice selling margins (15 basis points) were partially offset by a decrease in contract administration
fees (7 basis points).
Selling, general and administrative expenses in 2013 increased in dollars, however remained unchanged as a
percentage of net sales compared to the prior year, as described below:
SG&A expenses attributable to our operating segments, including Headquarters/Other group expenses
allocated to segments, and remaining unallocated Headquarters/Other group expenses are summarized below
(dollars in millions):
Years Ended December 31,
2013
2012
Amount
% of Net
Sales
Amount
% of Net
Sales
%
Change
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $115.4
60.0
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
50.9
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
7.3
Headquarters/Other, unallocated . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
12.1% $105.3
56.4
7.6
47.6
10.7
17.0
11.7% 9.6%
7.3
9.9
6.4
6.9
(57.1)
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $233.6
10.5% $226.3
10.5% 3.2%
•
•
•
SG&A expenses for the SMB segment increased in dollars and as a percentage of net sales due to
incremental variable compensation associated with higher gross profits, and investments in solution
sales and services. These increases were offset in part by lower catalog circulation costs.
SG&A expenses for the Large Account segment increased in dollars and as a percentage of net sales
primarily due to investments in sales and sales support, as well as incremental variable compensation
associated with higher gross profits.
SG&A expenses for the Public Sector segment increased in dollars and as a percentage of net sales.
The increase was primarily due to investments in solution sales support.
• Unallocated SG&A expenses for the Headquarters/Other group decreased in dollars due to lower
unallocated personnel and other costs related to senior management. The Headquarters/Other group
provides services to the three operating segments in areas such as finance, human resources, IT,
26
marketing, and product management. Most of the operating costs associated with such corporate
headquarters services are charged to the operating segments based on their estimated usage of the
underlying services. The amounts shown above represent the remaining unallocated costs.
Income from operations increased by $4.8 million to $59.4 million in 2013, from $54.6 million in 2012.
Income from operations as a percentage of net sales increased to 2.7% for 2013 from 2.5% in 2012. The increase
in operating income resulted from an increase in sales and gross margin.
Income taxes. Our effective tax rate was 39.8% for the year ended December 31, 2013, compared to 39.3%
for the year ended December 31, 2012. Our tax rate will vary based on variations in state tax levels for certain
subsidiaries, valuation reserves, and accounting for uncertain tax positions. However, we do not expect these
variations to be significant in 2014.
Net income increased by $2.6 million to $35.7 million in 2013 from $33.1 million in 2012, principally due
to the increase in operating income.
Year Ended December 31, 2012 Compared to Year Ended December 31, 2011
Net sales increased by 2.6% to $2,158.9 million in 2012 from $2,103.3 million in 2011. Changes in net sales
and gross profit by operating segment are shown in the following table (dollars in millions):
Years Ended December 31,
2012
2011
Amount
% of
Net Sales
Amount
% of
Net Sales
%
Change
Sales:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 902.6
773.4
482.9
41.8% $ 922.4
711.2
35.8
469.7
22.4
43.9% (2.1)%
33.8
22.3
8.7
2.8
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$2,158.9
100.0% $2,103.3
100.0% 2.6%
Gross Profit:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 137.0
89.2
55.9
15.2% $ 134.9
77.5
11.5
52.5
11.6
14.6% 1.5%
10.9
11.2
15.1
6.6
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 282.1
13.1% $ 264.9
12.6% 6.5%
• Net sales to SMB businesses increased by 2.6% year over year due to our focus on growing solution
sales and increased demand associated with the improvement in SMB customer profits. However, this
increase in sales was more than offset by lower sales to consumer and small office/home office, or
SOHO, customers resulting in an aggregate decrease in net sales of 2.1%.
• Net sales for the Large Account segment increased due to increased demand associated with improved
corporate profits and our investments in solution sales and support which drove higher margin
enterprise sales. Excluding sales from ValCom, which we acquired late in the first quarter of 2011,
Large Account sales would have increased by 7.5%.
• Net sales for the Public Sector segment increased by low single digits in both the education and
government markets. Despite budgetary constraints at federal and state government levels, our
investments in solution sales have led to increased sales of higher-margin products and services.
27
Gross profit for 2012 increased in dollars and as a percentage of net sales, as explained below:
• Gross profit for the SMB segment increased due to an increase in gross margin. Gross margin was
higher in 2012 due to an increase in product margins (36 basis points) and agency fees (10 basis
points). Product margin, which includes vendor consideration and freight, increased due to several
margin improvement initiatives, including deal registrations, which maximizes vendor rebates for
specific customer orders.
• Gross profit for the Large Account segment increased due to higher net sales and improved gross
margin. Gross margin increased due to higher product margins (63 basis points). We attribute this
growth in product margins to this segment’s focus on selling higher-margin solution services and
products.
• Gross profit for the Public Sector segment increased due to an increase in net sales and gross margin.
Higher product margins (37 basis points) associated with increased solution sales led to the overall
increase in gross margin.
Selling, general and administrative expenses in 2012 increased in dollars and as a percentage of net sales
compared to the prior year, as described below.
SG&A expenses attributable to our operating segments, including Headquarters/Other group expenses
allocated to segments, and remaining unallocated Headquarters/Other group expenses are summarized below
(dollars in millions):
Years Ended December 31,
2012
% of
Amount
Net Sales Amount
2011
% of
Net Sales
%
Change
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Headquarters/Other, unallocated . . . . . . . . . . . . . . . . . . . . . . . . . .
$105.3
56.4
47.6
17.0
11.7% $108.2
48.9
7.3
47.6
9.9
12.6
11.7% (2.7)%
6.9
10.1
15.3
—
34.9
Total . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$226.3
10.5% $217.3
10.3%
4.2%
•
•
•
SG&A expenses for the SMB segment decreased in dollars but were unchanged as a percentage of net
sales. Advertising expense and credit card fees decreased in dollars due to our reduced focus on
consumer and SOHO customers, and the two decreases offset incremental variable compensation
associated with the increase in gross profits. In addition, SG&A expense also decreased due to lower
usage of centralized headquarters services.
SG&A expenses for the Large Account segment increased in dollars and as a percentage of net sales
primarily due to investments in sales support and incremental variable compensation associated with
higher gross profit.
SG&A expenses for the Public Sector segment was unchanged in dollars but decreased as a percentage
of net sales. Personnel expense decreased due to reduced staffing levels but was offset by increased
usage of centralized headquarters services.
• Unallocated SG&A expenses for the Headquarters/Other group increased due to an increase in
unallocated personnel and other costs related to senior management. The Headquarters/Other group
provides services to the three operating segments in areas such as finance, human resources, IT,
marketing, and product management. Most of the operating costs associated with such corporate
headquarters services are charged to the operating segments based on their estimated usage of the
underlying services. The amounts shown above represent the remaining unallocated costs.
28
Income from operations increased by $7.0 million to $54.6 million in 2012, from $47.6 million in 2011.
Income from operations as a percentage of net sales increased to 2.5% for 2012 from 2.3% in 2011. The increase
in operating income resulted from an increase in sales and gross margin.
Income taxes. Our effective tax rate was 39.3% for both 2012 and 2011.
Net income increased by $4.3 million to $33.1 million in 2012 from $28.8 million in 2011, principally due
to the increase in operating income.
LIQUIDITY AND CAPITAL RESOURCES
Liquidity Overview
Our primary sources of liquidity have historically been internally generated funds from operations and
borrowings under our bank line of credit. We have used those funds to meet our capital requirements, which
consist primarily of working capital for operational needs, capital expenditures for computer equipment and
software used in our business, repurchases of common stock for treasury, dividend payments, and as
opportunities arise, possible acquisitions of new businesses.
We believe that funds generated from operations, together with available credit under our bank line of
credit, will be sufficient to finance our working capital, capital expenditure, and other requirements for at least
the next twelve calendar months. We expect our capital needs for the next twelve months to consist primarily of
capital expenditures of $8.0 to $10.0 million and payments on leases and other contractual obligations of
approximately $3.7 million. We have undertaken a comprehensive review and assessment of our entire business
software needs, including commercially available software that meets, or can be configured to meet, those needs
better than our existing software. In 2013, we capitalized $2.2 million of internally developed software costs
related to our Customer MDM software project. In the third quarter of 2013, we completed the first phase of our
Customer MDM software project, and placed into service $12.0 million of related software and integration costs.
While we have not finalized our decisions regarding to what extent new software will be acquired and
implemented beyond the Customer MDM software, the incremental capital costs of such a project, if fully
implemented, would likely exceed $20.0 million over the next three to five years.
We expect to meet our cash requirements for 2014 through a combination of cash on hand, cash generated
from operations, and borrowings on our bank line of credit, as follows:
• Cash on Hand. At December 31, 2013, we had $42.5 million in cash.
• Cash Generated from Operations. We expect to generate cash flows from operations in excess of
operating cash needs by generating earnings and managing net changes in inventories and receivables
with changes in payables to generate a positive cash flow.
• Credit Facilities. As of December 31, 2013, no borrowings were outstanding against our $50.0 million
bank line of credit, which is available until February 24, 2017. Accordingly, our entire line of credit
was available for borrowing at December 31, 2013. This line of credit can be increased, at our option,
to $80.0 million for approved acquisitions or other uses authorized by the bank. Borrowings are,
however, limited by certain minimum collateral and earnings requirements, as described more fully
below.
Our ability to continue funding our planned growth, both internally and externally, is dependent upon our
ability to generate sufficient cash flow from operations or to obtain additional funds through equity or debt
financing, or from other sources of financing, as may be required. While we do not anticipate needing any
additional sources of financing to fund our operations at this time, if demand for IT products declines, our cash
flows from operations may be substantially affected. See also related risks listed below under “Item 1A. Risk
Factors.”
29
Summary Sources and Uses of Cash
The following table summarizes our sources and uses of cash over the last three years (in millions of
dollars):
Net cash provided by (used for) operating activities . . . . . . . . . .
Net cash used for investing activities . . . . . . . . . . . . . . . . . . . . .
Net cash used for financing activities . . . . . . . . . . . . . . . . . . . . .
$19.6
(7.6)
(9.4)
$ 69.7
(9.3)
(25.1)
$ (5.3)
(16.1)
(9.4)
Increase (decrease) in cash and cash equivalents . . . . . . . . . . . .
$ 2.6
$ 35.3
$(30.8)
Years Ended December 31,
2013
2012
2011
Cash provided by operating activities totaled $19.6 million in 2013. Operating cash flow in 2013 resulted
primarily from net income before depreciation and amortization, which was offset partially by increases in
accounts receivable and inventory. Accounts receivable increased year over year by $16.8 million primarily due
to the timing of sales at the end of the year. Days sales outstanding increased to 42 days at December 31, 2013,
from 41 days at December 31, 2012. Inventory increased year over year by $9.5 million in 2013 due primarily to
an increase in shipments in transit at December 31, 2013. Inventory days, which is the measure of the average
number of days goods remain in inventory before being sold, increased from 13 days at December 31, 2012, to
14 days at December 31, 2013. Operating cash in 2012 was primarily generated by net income before
depreciation and amortization as well as decreases in accounts receivable and inventory. Operating activities in
2011 were a use of cash as accounts receivables increased by $56.7 million, and more than offset net income
before depreciation and a decrease in accounts payable.
At December 31, 2013, we had $124.8 million in outstanding accounts payable. Such accounts are generally
paid within 30 days of incurrence, or earlier when favorable cash discounts are offered. This balance will be
financed by cash flows from operations or short-term borrowings under the line of credit. This amount includes
$15.5 million payable to two financial institutions under inventory trade credit agreements we use to finance our
purchase of certain inventory, secured by the inventory which is financed. We believe we will be able to meet our
obligations under our accounts payable with cash flows from operations and our existing line of credit.
Cash used for investing activities decreased by $1.7 million in 2013, compared to 2012 primarily due to
lower capital expenditures in 2013. Cash used to purchase property and equipment less proceeds from the sale of
equipment amounted to $7.6 million in 2013, compared to $9.3 million in 2012, and $10.9 million in 2011. These
expenditures were primarily for computer equipment and capitalized internally-developed software in connection
with the IT initiative referred to above. In addition, our 2011 investing uses of cash included $4.7 million for the
acquisition of ValCom.
Cash used for financing activities decreased year over year by $15.7 million due to payments made in 2012
to pay down our bank line of credit, repurchase treasury stock, and settle contingent consideration obligations
that did not repeat in 2013. Financing uses of cash in 2013, 2012, and 2011 included dividends of $10.5 million,
$10.1 million, and $10.6 million, respectively. In addition, our share repurchases totaled $7.8 million and $3.8
million in 2012 and 2011, respectively. We did not make any share repurchases in 2013.
Debt Instruments, Contractual Agreements, and Related Covenants
Below is a summary of certain provisions of our credit facilities and other contractual obligations. For more
information about the restrictive covenants in our debt instruments and inventory financing agreements, see
“Factors Affecting Sources of Liquidity” below. For more information about our obligations, commitments, and
contingencies, see our consolidated financial statements and the accompanying notes included in this annual
report.
30
Bank Line of Credit. Our bank line of credit extends until February 2017 and is collateralized by our
receivables. Our borrowing capacity is up to $50.0 million at the one-month London Interbank Offered Rate, or
LIBOR, plus a spread based on our funded debt ratio, or in the absence of LIBOR, the prime rate (3.25% at
December 31, 2013). The one-month LIBOR rate at December 31, 2013 was 0.17%. In addition, we have the
option to increase the facility by an additional $30.0 million to meet additional borrowing requirements. Our
credit facility is subject to certain covenant requirements which are described below under “Factors Affecting
Sources of Liquidity.” We did not have any borrowings under the credit facility during the year ended
December 31, 2013.
Cash receipts are automatically applied against any outstanding borrowings. Any excess cash on account
may either remain on account to generate earned credits to offset up to 100% of cash management fees, or may
be invested in short-term qualified investments. Borrowings under the line of credit are classified as current. At
December 31, 2013, the entire $50.0 million facility was available for borrowing.
Trade Credit Agreements. We have additional security agreements with two financial institutions to
facilitate the purchase of inventory from various suppliers under certain terms and conditions. These agreements
allow a collateralized first position in certain branded products in our inventory that were financed by these two
institutions. Although the agreements provide for up to 100% financing on the purchase price of these products,
up to an aggregate of $47.0 million, any outstanding financing must be fully secured by available inventory. We
do not pay any interest or discount fees on such inventory. The related costs are borne by the suppliers as an
incentive for us to purchase their products. Amounts outstanding under such facilities, which equaled $15.5
million in the aggregate as of December 31, 2013, are recorded in accounts payable. The inventory financed is
classified as inventory on the consolidated balance sheet.
Contractual Obligations. The following table sets forth information with respect to our long-term
obligations payable in cash as of December 31, 2013 (in thousands):
Payments Due By Period
Total
Less Than
1 Year
1 – 3
Years
3 – 5
Years
More Than
5 Years
Contractual Obligations:
Capital lease obligations (1) . . . . . . . . . . . . . . . . . . . . . . . . . . .
Operating lease obligations (2)
. . . . . . . . . . . . . . . . . . . . . . . .
Sports marketing commitment . . . . . . . . . . . . . . . . . . . . . . . .
$ 5,697
6,148
105
$1,139
2,505
105
$2,279
2,921
—
$2,279
722
—
Total
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$11,950
$3,749
$5,200
$3,001
$—
—
—
$—
(1) This relates to the lease for our corporate headquarters, the initial term of which ended on November 30,
2013. We expect to renew the lease for an additional five years on comparable terms. The amounts reflected
above assume monthly payments of approximately $0.1 million, and excludes taxes, insurance and common
area maintenance charges. These monthly payments are an estimate based on our current payments for this
lease. They may change, depending on the terms of our lease renewal, which we expect to be finalized in the
second quarter of 2014.
(2) Excluding taxes, insurance, and common area maintenance charges.
Due to the uncertainty with respect to the timing of future cash flows associated with our unrecognized tax
benefits at December 31, 2013, we are unable to make reasonably reliable estimates of the period of cash
settlement with the respective taxing authority. Therefore, $2.2 million of unrecognized tax benefits, including
interest and penalties, have been excluded from the contractual obligations table above. See Note 11 to the
Consolidated Financial Statements for a discussion on income taxes.
Operating Leases. We lease facilities from our principal stockholders and facilities and equipment from
third parties under non-cancelable operating leases. We had a fifteen-year lease for our corporate headquarters
31
with an affiliated company related through common ownership, which expired in November 2013. The lease
required us to pay our proportionate share of real estate taxes and common area maintenance charges either
directly to providers, or as additional rent, and also to pay insurance premiums for the leased property. The initial
term of the lease ended November 30, 2013, and we have the option under the original lease agreement to renew
the lease for two additional terms of five years each. We are currently renting the space on a month-to-month
basis for approximately $0.1 million per month.
Sports Marketing Commitments. We have a multi-year sponsorship agreement with the Boston Red Sox that
extends through 2014. The agreement grants us various marketing rights and seating arrangements, and has a
future minimum payment of $0.1 million in 2014.
Off-Balance Sheet Arrangements. We do not have any other off-balance sheet arrangements that have or are
reasonably likely to have, a current or future material effect on our financial condition, changes in financial
condition, results of operations, liquidity, capital expenditures, or capital resources.
Factors Affecting Sources of Liquidity
Internally Generated Funds. The key factors affecting our internally generated funds are our ability to
minimize costs and fully achieve our operating efficiencies, timely collection of our customer receivables, and
management of our inventory levels.
Bank Line of Credit. Our bank line of credit extends until February 2017 and is collateralized by our
receivables. As of December 31, 2013, the entire $50.0 million facility was available for borrowing. Our credit
facility contains certain financial ratios and operational covenants and other restrictions (including restrictions on
additional debt, guarantees, and other distributions, investments, and liens) with which we and all of our
subsidiaries must comply. Any failure to comply with these covenants would constitute a default and could
prevent us from borrowing additional funds under this line of credit. This credit facility contains two financial
tests:
• The funded debt ratio (defined as the average outstanding advances under the line for the quarter,
divided by the consolidated Adjusted EBITDA for the trailing four quarters) must not be more than 2.0
to 1.0. We did not have any outstanding borrowings under the credit facility during the fourth quarter
of 2013, and accordingly, the funded debt ratio did not limit potential borrowings as of December 31,
2013. Future decreases in our consolidated Adjusted EBITDA, however, could limit our potential
borrowings under the credit facility.
• Minimum Consolidated Net Worth must be at least $250.0 million, plus 50% of consolidated net
income for each quarter, beginning with the quarter ended March 31, 2012 (loss quarters not counted).
Such amount was calculated at December 31, 2013, as $284.4 million, whereas our actual consolidated
stockholders’ equity at this date was $319.8 million.
Inventory Trade Credit Agreements. These agreements contain similar financial ratios and operational
covenants and restrictions as those contained in our bank line of credit described above. Such agreements also
contain cross-default provisions whereby a default under the bank agreement would also constitute a default
under these agreements. Financing under these agreements is limited to the purchase of specific branded products
from authorized suppliers, and amounts outstanding must be fully collateralized by inventories of those products
on hand.
Capital Markets. Our ability to raise additional funds in the capital market depends upon, among other
things, general economic conditions, the condition of the information technology industry, our financial
performance and stock price, and the state of the capital markets.
32
APPLICATION OF CRITICAL ACCOUNTING POLICIES AND ESTIMATES
A “critical accounting policy” has been defined as one that is both important to the portrayal of the
registrant’s financial condition and results and requires management’s most difficult, subjective or complex
judgments, often as a result of the need to make estimates about the effect of matters that are inherently
uncertain. Further, “critical accounting policies” are those that are reflective of significant judgments and
uncertainties, and potentially result in materially different results under different assumptions and conditions.
We believe that our accounting policies described below fit the definition of “critical accounting policies.”
Revenue Recognition
Revenue on product sales is recognized at the point in time when persuasive evidence of an arrangement
exists, the price is fixed or determinable, delivery has occurred, and there is a reasonable assurance of collection
of the sales proceeds. We generally obtain oral or written purchase authorizations from our customers for a
specified amount of product at a specified price. Because we either (i) have a general practice of covering
customer losses while products are in-transit despite title transferring at the point of shipment or (ii) have
FOB–destination shipping terms specifically set out in our arrangements with federal agencies and certain
commercial customers, delivery is deemed to have occurred at the point in time when the product is received by
the customer. We use information regarding shipments at or near the end of the reporting period to estimate the
products that have not reached the destination and recognize those revenues in the following period. This process
requires us to make estimates of product that is in transit at the reporting date. These estimates are derived from
current and historic shipping documentation and the volume of sales. The impact of the deferral of these revenues
has not been material in the periods presented.
We provide our customers with a limited thirty-day right of return generally limited to defective
merchandise. Revenue is recognized at delivery and a reserve for sales returns is recorded. We make reasonable
and reliable estimates of product returns based on significant historical experience and record our sales reserves
as a reduction of revenues and either as offsets to accounts receivable or, for customers who have already paid, as
offsets to accrued expenses. At December 31, 2013, we recorded sales reserves of $3.1 million and $0.2 million
as components of accounts receivable and accrued expenses, respectively. At December 31, 2012, we recorded
sales reserves of $2.4 million and $0.2 million as components of accounts receivable and accrued expenses,
respectively.
All amounts billed to a customer in a sales transaction related to shipping and handling, if any, represent
revenues earned for the goods provided, and these amounts have been classified as “net sales.” Costs related to
such shipping and handling billings are classified as “cost of sales.” Sales are reported net of sales, use, or other
transaction taxes that are collected from customers and remitted to taxing authorities.
We use our own engineering personnel in projects involving the design and installation of systems and
networks, and we also engage third-party service providers to perform warranty maintenance, implementations,
asset disposals, and other services. We evaluate such engagements to determine whether we or the third party
assumes the general risk and reward of ownership in these transactions. For those transactions in which we do not
assume the risk and reward but instead act as an agent, we recognize the transaction revenue on a net basis.
Under net sales recognition, we recognize the cost of the third party as a reduction to the selling price, and
accordingly, report as revenue only our gross profit earned on the transaction. In those engagements in which we
are the principal and primary obligor, we report the sale on a gross basis, and the cost of the service provider is
recognized in cost of goods sold.
Similarly, we recognize revenue from agency sales transactions on a net sales basis. In agency sales
transactions, we facilitate product sales by equipment and software manufacturers directly to our customers and
receive agency, or referral, fees for such transactions. We do not take title to the products or assume any
maintenance or return obligations in these transactions; title is passed directly from the supplier to our customer.
33
Amounts recognized on a net basis included in net sales for such third-party services and agency sales
transactions were $20.6 million, $18.9 million, and $17.5 million for the years ended December 31, 2013, 2012,
and 2011, respectively.
Although service revenues represent a small percentage of our consolidated revenues, we offer a wide range
of services, including design, installation, configuration, and other services performed by our personnel and
third-party providers. In certain revenue arrangements, our contracts require that we provide multiple units of
hardware, software, or services deliverables. Under these multiple-element arrangements, each service performed
and product delivered is considered a separate deliverable and qualifies as a separate unit of accounting. For
multiple element arrangements, we allocate revenue based on vendor-specific objective evidence of fair value of
the underlying services and products. If we were to enter into a multiple element arrangement in which vendor-
specific objective evidence was not available, we would utilize third-party evidence to allocate the selling price.
If neither vendor-specific objective evidence nor third-party evidence was available, we would estimate the
selling price based on market price and company specific factors. Revenue is recognized when the product or
service is delivered, consistent with our general revenue recognition policy.
Accounts Receivable
We perform ongoing credit evaluations of our customers and adjust credit limits based upon payment
history and customers’ current creditworthiness. Our allowance is generally computed by (1) applying specific
percentage reserves on accounts that are past due, and (2) specifically reserving for customers known to be in
financial difficulty. Therefore, if the financial condition of certain of our customers were to deteriorate, or if we
noted there was a lengthening of the timing of the settlement of receivables that was symptomatic of a general
deterioration in the ability of our customers to pay, we would have to increase our allowance for doubtful
accounts. This would negatively impact our earnings. Our cash flows would be impacted to the extent that
receivables could not be collected.
In addition to accounts receivable from customers, we record receivables from our vendors/suppliers for
cooperative advertising, price protection, supplier reimbursements, rebates, and other similar arrangements. A
portion of such receivables is estimated based on information available from our vendors at discrete points in
time. While such estimates have historically approximated actual cash received, a change in estimates could give
rise to a reduction in the receivable. This could negatively impact our earnings and our cash flows.
Considerable judgment is used in assessing the ultimate realization of customer receivables and vendor/
supplier receivables, including reviewing the financial stability of a customer, vendor information, and gauging
current market conditions. If our evaluations are incorrect, we may incur additional charges in the future on our
consolidated statements of income. Our trade receivables are charged off in the period in which they are deemed
uncollectible. Recoveries of trade receivables previously charged are recorded when received. Write offs of
customer and vendor receivables totaled $1.3 million in 2013, and $2.3 million in 2012.
Vendor Allowances
We receive allowances from merchandise vendors for price protections, discounts, product rebates, and
other programs. These allowances are treated as a reduction of the vendor’s prices and are recorded as
adjustments to cost of sales or inventory, as applicable. We also receive vendor co-op advertising funding for our
catalogs and other programs. Vendors have the ability to place advertisements in the catalogs or fund other
advertising activities for which we receive advertising allowances. These vendor allowances, to the extent that
they represent specific reimbursements of the underlying incremental and identifiable costs, are offset against
SG&A expense on the consolidated statements of income. Advertising allowances that cannot be associated with
a specific program funded by an individual vendor or that exceed the fair value of advertising expense associated
with that program are classified as offsets to cost of sales or inventory. Our vendor partners generally consolidate
34
their funding of advertising and other marketing programs, and as a result, we classify substantially all vendor
allowances as a reduction of cost of inventory purchases rather than a reduction of advertising expense.
Inventories
Inventories (all finished goods) consisting of software packages, computer systems, and peripheral
equipment are stated at cost (determined under a weighted-average cost method which approximates the first-in,
first-out method) or market, whichever is lower. Inventory quantities on hand are reviewed regularly, and
provisions are made for obsolete, slow moving, and non-saleable inventory, based primarily on management’s
forecast of customer demand for those products in inventory. The IT industry is characterized by rapid
technological change and new product development that could result in increased obsolescence of inventory on
hand. Increased obsolescence or decreased customer demand beyond management’s expectations could require
additional provisions, which could negatively impact our earnings. Our obsolescence charges have ranged
between $4.0 million and $5.0 million per annum. Historically, there have been no unusual charges precipitated
by specific technological or forecast issues.
Value of Goodwill and Long-Lived Assets, Including Intangibles
We carry a variety of long-lived assets on our consolidated balance sheet. These are all currently classified
as held for use. These include property and equipment, identifiable intangibles, and goodwill. An impairment
review is undertaken on (1) an annual basis for goodwill; and (2) on an event-driven basis for all long-lived
assets when facts and circumstances suggest that cash flows from such assets may be diminished. We have
historically reviewed the carrying value of all these assets based partly on our projections of anticipated cash
flows. These projections are, in part, dependent upon anticipated market conditions, operational performance,
and legal status. Any impairment charge that is recorded negatively impacts our earnings. Cash flows are
generally not impacted by an impairment charge.
We complete our annual impairment test of goodwill on the first day of each year. The two-step quantitative
test requires, under the first step, that we determine the fair value of the reporting unit holding goodwill and
compare it to the reporting unit’s carrying value. We determine the fair value of a reporting unit by preparing a
discounted cash flow analysis using projections of the reporting unit’s future operating results, as well as
consideration of market valuation approaches.
Our Large Account segment holds $51.3 million of goodwill. We concluded that the fair value of the Large
Account reporting unit was significantly in excess of its carrying value, and accordingly we did not identify any
impairment in 2013. While we believe that our estimates of fair value are reasonable, different assumptions
regarding items such as future cash flows and the volatility inherent in markets which we serve could materially
affect our valuations and result in impairment charges against the carrying value of those remaining assets in our
Large Account segment. Please see Note 2, “Goodwill and Other Intangible Assets” to the Consolidated
Financial Statements included in Item 8 of Part II of this report for a discussion of the significant assumptions
used in our discounted cash flow analysis.
INFLATION
We have historically offset any inflation in operating costs by a combination of increased productivity and
price increases, where appropriate. We do not expect inflation to have a significant impact on our business in the
foreseeable future.
Item 7A. Quantitative and Qualitative Disclosure About Market Risk
We invest cash balances in excess of operating requirements in short-term securities, generally with
maturities of 90 days or less. In addition, our unsecured credit agreement provides for borrowings which bear
interest at variable rates based on LIBOR plus a spread or the prime rate. We believe the effect, if any, of
35
reasonably possible near-term changes in interest rates on our financial position, results of operations, and cash
flows should not be material. Our credit agreement exposes earnings to changes in short-term interest rates since
interest rates on the underlying obligations are variable. We did not have any borrowings against our line of
credit during the year ended December 31, 2013. Accordingly, the change in earnings resulting from a
hypothetical 10% increase or decrease in interest rates would not be material.
Item 8.
Consolidated Financial Statements and Supplementary Data
The information required by this Item is included in this Report beginning at page F-1.
Item 9.
Changes in and Disagreements with Accountants on Accounting and Financial Disclosure
Not applicable.
Item 9A. Controls and Procedures
Management’s Evaluation of Disclosure Controls and Procedures
The Company’s management, with the participation of the Chief Executive Officer and Chief Financial
Officer, evaluated the effectiveness of the Company’s disclosure controls and procedures as of December 31,
2013. The term “disclosure controls and procedures,” as defined in Rules 13a-15(e) and 15d-15(e) promulgated
under the Exchange Act, means controls and other procedures of a company that are designed to ensure that
information required to be disclosed by a company in the reports that it files or submits under the Exchange Act
is recorded, processed, summarized, and reported, within the time periods specified in the SEC’s rules and forms.
Disclosure controls and procedures include, without limitation, controls and procedures designed to ensure that
information required to be disclosed by a company in the reports that it files or submits under the Exchange Act
is accumulated and communicated to the company’s management, including its principal executive and principal
financial officers, as appropriate to allow timely decisions regarding required disclosure. Management recognizes
that any controls and procedures, no matter how well designed and operated, can provide only reasonable
assurance of achieving their objectives and management necessarily applies its judgment in evaluating the cost-
benefit relationship of possible controls and procedures. The Company’s disclosure controls and procedures are
designed to provide reasonable assurance of achieving their objectives as described above. Based on this
evaluation, the Chief Executive Officer and Chief Financial Officer concluded that, as of the end of the period
covered by this report, the Company’s disclosure controls and procedures were effective at the reasonable
assurance level.
Management’s Annual Report on Internal Control over Financial Reporting
The Company’s management is responsible for establishing and maintaining adequate internal control over
financial reporting for the Company. Internal control over financial reporting is defined in Rule 13a-15(f) or 15d-
15(f) promulgated under the Exchange Act as a process designed by, or under the supervision of, the Company’s
principal executive and principal financial officers and effected by the Company’s board of directors,
management, and other personnel to provide reasonable assurance regarding the reliability of financial reporting
and the preparation of financial statements for external purposes in accordance with U.S. generally accepted
accounting principles and 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 U.S. 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.
36
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 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.
The Company’s management assessed the effectiveness of the Company’s internal controls over financial
reporting as of December 31, 2013. In making this assessment, the Company’s management used the criteria set
forth by the Committee of Sponsoring Organizations of the Treadway Commission in Internal Control-
Integrated Framework (1992).
Based on our assessment, management concluded that, as of December 31, 2013, the Company’s internal
control over financial reporting is effective based on those criteria.
The Company’s Independent Registered Public Accounting Firm has issued an audit report on the
Company’s internal control over financial reporting as of December 31, 2013. This report appears below.
37
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the Board of Directors and Stockholders of
PC Connection, Inc.
Merrimack, New Hampshire
We have audited the internal control over financial reporting of PC Connection, Inc. and subsidiaries (the
“Company”) as of December 31, 2013, based on criteria established in Internal Control—Integrated Framework
(1992) issued by the Committee of Sponsoring Organizations of the Treadway Commission. The Company’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
Management’s Annual 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, testing and evaluating the design and operating effectiveness of internal control based
on the assessed risk, and 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 by, or under the supervision of,
the company’s principal executive and principal financial officers, or persons performing similar functions, and
effected by the company’s board of directors, management, and other personnel 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 the inherent limitations of internal control over financial reporting, including the possibility of
collusion or improper management override of controls, material misstatements due to error or fraud may not be
prevented or detected on a timely basis. Also, projections of any evaluation of the effectiveness of the internal
control over financial reporting to future periods are subject to the risk that the 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, the Company maintained, in all material respects, effective internal control over financial
reporting as of December 31, 2013, based on the criteria established in Internal Control—Integrated Framework
(1992) issued by the Committee of Sponsoring Organizations of the Treadway Commission.
We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board
(United States), the consolidated financial statements and financial statement schedule as of and for the year
ended December 31, 2013 of the Company and our report dated March 10, 2014 expressed an unqualified
opinion on those financial statements and financial statement schedule.
/s/ Deloitte & Touche LLP
Boston, Massachusetts
March 10, 2014
38
Changes in Internal Control over Financial Reporting
No change in the Company’s internal control over financial reporting (as defined in Rule 13a—15(f) and
15d—15(f) under the Exchange Act) occurred during the quarter ended December 31, 2013, which has materially
affected, or is reasonably likely to materially affect, the Company’s internal control over financial reporting.
Item 9B. Other information
None.
39
PART III
Item 10. Directors, Executive Officers, and Corporate Governance
The information included under the headings, “Executive Officers of PC Connection” in Item 3 of Part I
hereof and “Election of Directors,” “Information Concerning Directors, Nominees, and Executive Officers,”
“Section 16(a) Beneficial Ownership Reporting Compliance,” “Code of Business Conduct and Ethics Policy,”
and “Board Committees—Audit Committee” in our definitive Proxy Statement for our 2014 Annual Meeting of
Stockholders to be held on May 21, 2014 (the “Proxy Statement”) is incorporated herein by reference. We
anticipate filing the Proxy Statement within 120 days after December 31, 2013. With the exception of the
foregoing information and other information specifically incorporated by reference into this Form 10-K, the
Proxy Statement is not being filed as a part hereof.
Item 11. Executive Compensation
The information included under the headings “Executive Compensation” and “Director Compensation” in
the Proxy Statement is incorporated herein by reference.
Item 12. Security Ownership of Certain Beneficial Owners and Management and Related Stockholder
Matters
The information included under the headings “Security Ownership of Certain Beneficial Owners and
Management” and “Equity Compensation Plan Information” in the Proxy Statement is incorporated herein by
reference.
Item 13. Certain Relationships and Related Transactions, and Director Independence
The information included under the headings “Certain Relationships and Related Transactions” and
“Director Independence” in the Proxy Statement is incorporated herein by reference.
Item 14. Principal Accounting Fees and Services
The information included under the heading “Principal Accounting Fees and Services” in the Proxy
Statement is incorporated herein by reference.
40
PART IV
Item 15. Exhibits and Financial Statement Schedules
(a) List of Documents Filed as Part of this Report:
(1) Consolidated Financial Statements
The consolidated financial statements listed below are included in this document.
Consolidated Financial Statements
Page
References
Report of Independent Registered Public Accounting Firm . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Balance Sheets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statement of Changes in Stockholders’ Equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Cash Flows . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Notes to Consolidated Financial Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
F-2
F-3
F-4
F-5
F-6
F-7
(2) Consolidated Financial Statement Schedule:
The following Consolidated Financial Statement Schedule, as set forth below, is filed with this report:
Schedule
Page
Reference
Schedule II—Valuation and Qualifying Accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
S-1
All other schedules have been omitted because they are either not applicable or the relevant
information has already been disclosed in the financial statements.
(3) The exhibits listed in the Exhibit Index in Item 15(b) below are filed as part of this Annual Report on
Form 10-K.
(b) Exhibits
The exhibits listed below are filed herewith or are incorporated herein by reference to other filings.
41
EXHIBIT INDEX
Exhibits
3.1(6)
3.2(16)
4.1(1)
9.1(1)*
Amended and Restated Certificate of Incorporation of Registrant, as amended.
Amended and Restated Bylaws of Registrant.
Form of specimen certificate for shares of Common Stock, $0.01 par value per share, of the
Registrant.
Form of 1998 PC Connection Voting Trust Agreement among the Registrant, Patricia Gallup
individually and as a trustee, and David Hall individually and as trustee.
10.1(1)*
Form of Registration Rights Agreement among the Registrant, Patricia Gallup, David Hall, and
the 1998 PC Connection Voting Trust.
10.2(5)*
Amended and Restated 1997 Stock Incentive Plan.
10.3(32)*
Amended and Restated 2007 Stock Incentive Plan, as amended.
10.4(27)*
Amended and Restated 1997 Employee Stock Purchase Plan, as amended.
10.5(15)*
Form of Incentive Stock Option Agreement for 2007 Stock Incentive Plan.
10.6(15)*
Form of Nonstatutory Stock Option Agreement for 2007 Stock Incentive Plan.
10.7(23)*
Amended and Restated Form of Restricted Stock Agreement for Amended and Restated 2007
Stock Incentive Plan.
10.8(23)*
Form of Restricted Stock Unit Agreement for Amended and Restated 2007 Stock Incentive Plan.
10.9(28)
Form of Stock Equivalent Unit Agreement for 2007 Amended and Restated Stock Incentive Plan.
10.10(32)* Executive Bonus Plan, as amended.
10.11(1)*
Employment Agreement, dated as of January 1, 1998, between the Registrant and Patricia Gallup.
10.12(18)* Employment Agreement, dated as of May 12, 2008, between the Registrant and Timothy
McGrath.
10.13(9)
10.14(9)
10.15(9)
10.16(9)
10.17(13)
10.18(13)
Agreement for Inventory Financing, dated as of October 31, 2002, by and among the Registrant,
Merrimack Services Corporation, GovConnection, Inc., MoreDirect, Inc., and IBM Credit
Corporation.
Guaranty, dated as of November 14, 2002, entered into by Registrant in connection with the
Agreement for Inventory Financing, dated as of October 31, 2002, by and among the Registrant,
Merrimack Services Corporation, GovConnection, Inc., MoreDirect, Inc., and IBM Credit
Corporation.
Guaranty, dated as of November 14, 2002, entered into by PC Connection Sales Corporation in
connection with the Agreement for Inventory Financing, dated as of October 31, 2002, by and
among the Registrant, Merrimack Services Corporation, GovConnection, Inc., MoreDirect, Inc.,
and IBM Credit Corporation.
Acknowledgement, Waiver, and Amendment to Agreement for Inventory Financing, dated as of
November 25, 2003, by and among the Registrant, Merrimack Services Corporation,
GovConnection, Inc., MoreDirect, Inc., and IBM Credit LLC.
Second Amendment, dated May 9, 2004, to the Agreement for Inventory Financing between the
Registrant and its subsidiaries Merrimack Services Corporation, GovConnection, Inc., and
MoreDirect, Inc., and IBM Credit LLC.
Third Amendment, dated May 27, 2005, to the Agreement for Inventory Financing between the
Registrant and its subsidiaries Merrimack Services Corporation, GovConnection, Inc., and
MoreDirect, Inc., and IBM Credit LLC.
42
Exhibits
10.19(30)
10.20(30)
10.21(30)
10.22(26)
Fourth Amendment, dated May 11, 2006, to the Agreement for Inventory Financing between the
Registrant and its subsidiaries Merrimack Services Corporation, GovConnection, Inc., and
MoreDirect, Inc., and IBM Credit LLC.
Fifth Amendment, dated September 19, 2010, to the Agreement for Inventory Financing between
the Registrant and its subsidiaries Merrimack Services Corporation, GovConnection, Inc., and
MoreDirect, Inc., and IBM Credit LLC.
Sixth Amendment, dated January 10, 2012, to the Agreement for Inventory Financing between the
Registrant and its subsidiaries GovConnection, Inc., and MoreDirect, Inc., and IBM Credit LLC.
Third Amended and Restated Credit and Security Agreement, dated February 24, 2012, among
Citizens Bank of Massachusetts, as lender and as agent, other financial institutions party thereto
from time to time, as lenders, PC Connection, Inc., as borrower, GovConnection, Inc., PC
Connection Sales Corporation, MoreDirect, Inc., and Professional Computer Center, Inc., each as
guarantors.
10.23(12)
Bill of Sale, dated October 21, 2005, between PC Connection, Inc. and IBM Credit, LLC.
10.25(1)
10.26(2)
10.27(21)
10.28(19)
10.29(1)
10.30(4)
10.31(8)
10.32(11)
10.33(14)
10.34(21)
10.35(22)
10.36(22)
Amended and Restated Lease between the Registrant and G&H Post, LLC, dated December 29,
1997, for property located at Route 101A, Merrimack, New Hampshire.
Amendment No. 1 to Amended and Restated Lease between the Registrant and G&H Post, LLC,
dated December 29, 1998, for property located at Route 101A, Merrimack, New Hampshire.
Amendment No. 2 to Amended and Restated Lease between the Registrant and G&H Post, LLC,
dated December 29, 1998, for property located at Route 101A, Merrimack, New Hampshire.
Lease between the Merrimack Services Corporation and G&H Post LLC, dated August 11, 2008,
for property located at Merrimack, New Hampshire.
Lease between the Registrant and Miller-Valentine Partners, dated September 27, 1990, as
amended, for property located at Old State Route 73, Wilmington, Ohio.
Third Amendment, dated June 26, 2000, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for property
located at 2840 Old State Route 73, Wilmington, Ohio.
Fourth Amendment, dated July 31, 2002, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for property
located at Old State Route 73, Wilmington, Ohio.
Fifth Amendment, dated February 28, 2005, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for property
located at 2780-2880 Old State Route 73, Wilmington, Ohio.
Sixth Amendment, dated October 26, 2006, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for property
located at Old State Route 73, Wilmington, Ohio.
Seventh Amendment, dated January 28, 2009, to the Lease Agreement between Merrimack
Services Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for
property located at Old State Route 73, Wilmington, Ohio.
Eighth Amendment, dated October 13, 2009, to the Lease Agreement between Merrimack
Services Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for
property located at Old State Route 73, Wilmington, Ohio.
Ninth Amendment, dated February 5, 2010, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for property
located at Old State Route 73, Wilmington, Ohio.
43
Exhibits
10.37(24) Tenth Amendment, dated September 29, 2010, to the Lease Agreement between Merrimack
Services Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for
property located at Old State Route 73, Wilmington, Ohio.
10.38(30) Eleventh Amendment, dated November 22, 2011, to the Lease Agreement between Merrimack
Services Corporation and EWE Warehouse Investments V, LTD., dated September 27, 1990, for
property located at Old State Route 73, Wilmington, Ohio.
10.39(30) Twelfth Amendment, dated October 18, 2012, to the Lease Agreement between the registrant (as
successor in interest to Merrimack Services Corporation) and EWE Warehouse Investments V,
LTD., dated September 27, 1990, for property located at Old State Route 73, Wilmington, Ohio.
10.40(31) Thirteenth Amendment, dated March 15, 2013, to the Lease Agreement between the Registrant and
EWE Warehouse Investments V, LTD., dated September 27, 1990, for property located at Old
State Route 73, Wilmington, Ohio.
10.41(3)
10.42(7)
10.43(9)
Assignment of Lease Agreements, dated December 13, 1999, between Micro Warehouse, Inc.
(assignor) and the Registrant (assignee), for property located at Old State Route 73, Wilmington,
Ohio.
First Amendment, dated June 19, 2001, to the Lease Agreement, dated as of May 13, 1993,
between Merrimack Services Corporation and EWE Warehouse Investments V, LTD. for property
located at Old State Route 73, Wilmington, Ohio.
Second Amendment, dated April 24, 2003, to the Lease Agreement between Merrimack Services
and EWE Warehouse Investments V, LTD., dated May 13, 1993, for property located at Old State
Route 73, Wilmington, Ohio.
10.44(13) Third Amendment, dated November 11, 2005, to the Lease Agreement between Merrimack
Services Corporation and EWE Warehouse Investments V, LTD., dated May 13, 1993, for property
located at Old State Route 73, Wilmington, Ohio.
10.45(22) Fourth Amendment, dated October 13, 2009, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated May 13, 1993, for property located
at Old State Route 73, Wilmington, Ohio.
10.46(22) Fifth Amendment, dated February 5, 2010, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated May 13, 1993, for property located
at Old State Route 73, Wilmington, Ohio.
10.47(24) Sixth Amendment, dated May 20, 2010, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD., dated May 13, 1993, for property located
at Old State Route 73, Wilmington, Ohio.
10.48(25) Seventh Amendment, dated July 22, 2011, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD, dated May 13, 1993, for property located
at Old State Road 73, Wilmington, OH.
10.49(29) Eighth Amendment, dated October 18, 2012, to the Lease Agreement between Merrimack Services
Corporation and EWE Warehouse Investments V, LTD, dated May 13, 1993, for property located
at Old State Road 73, Wilmington, OH.
10.50(31) Ninth Amendment, dated March 15, 2013, to the Lease agreement between the Registrant (as
successor in interest to Merrimack Services Corporation) and EWE Warehouse Investments V,
LTD, dated May 13, 1993, for property located at Old State Road 73, Wilmington, OH.
10.51(4)
Lease between ComTeq Federal, Inc. and Rockville Office/Industrial Associates dated
December 14, 1993, for property located at 7503 Standish Place, Rockville, Maryland.
44
Exhibits
10.52(4)
10.53(4)
10.54(4)
10.55(8)
10.56(13)
10.57(20)
10.58(28)
10.59(10)
10.60(17)
10.61*
10.62*
21.1
23.1
31.1
31.2
32.1
32.2
First Amendment, dated November 1, 1996, to the Lease Agreement between ComTeq Federal,
Inc. and Rockville Office/Industrial Associates, dated December 14, 1993, for property located in
Rockville, Maryland.
Second Amendment, dated March 31, 1998, to the Lease Agreement between ComTeq Federal,
Inc. and Rockville Office/Industrial Associates, dated December 14, 1993, for property located in
Rockville, Maryland.
Third Amendment, dated August 31, 2000, to the Lease Agreement between ComTeq Federal,
Inc. and Rockville Office/Industrial Associates, dated December 14, 1993, property located in
Rockville, Maryland.
Fourth Amendment, dated November 20, 2002, to the Lease Agreement between GovConnection,
Inc. (formerly known as ComTeq Federal, Inc.) and Metro Park I, LLC (formerly known as
Rockville Office/Industrial Associates), dated December 14, 1993, for property located in
Rockville, Maryland.
Fifth Amendment, dated December 12, 2005, to the Lease Agreement between GovConnection,
Inc. and Metro Park I, LLC, dated December 14, 1993, for property located in Rockville,
Maryland.
Sixth Amendment, dated September 18, 2008, to the Lease Agreement between GovConnection,
Inc. and Metro Park I, LLC, dated December 14, 1993, for property located in Rockville,
Maryland.
Seventh Amendment, dated May 21, 2012, to the Lease Agreement between GovConnection, Inc.
and Metro Park I, LLC, dated December 14, 1993, for property located in Rockville, Maryland.
Fifth Amendment, dated September 24, 2004, to the Lease Agreement between Merrimack
Services Corporation and Bronx II, LLC, dated October 27, 1988, as amended for property
located in Marlborough, MA.
Sixth Amendment, dated February 29, 2008, to the Lease Agreement between Merrimack
Services Corporation and RFP Lincoln 293, LLC, assignee of the leasehold interest of Bronx II,
LLC, dated October 27, 1988, as amended for property located in Marlborough, MA.
Summary of Compensation for Executive Officers.
Summary of Compensation for Directors.
Subsidiaries of Registrant.
Consent of Deloitte & Touche LLP.
Certification of the Company’s President and Chief Executive Officer pursuant to Section 302 of
the Sarbanes-Oxley Act of 2002.
Certification of the Company’s Senior Vice President, Treasurer, and Chief Financial Officer
pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
Certification of the Company’s President and Chief Executive Officer pursuant to 18 U.S.C.
Section 1350, as adopted pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
Certification of the Company’s Senior Vice President, Treasurer, 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.
101.INS**
XBRL Instance Document.
45
Exhibits
101.SCH**
XBRL Taxonomy Extension Schema Document.
101.CAL**
XBRL Taxonomy Calculation Linkbase Document.
101.LAB**
XBRL Taxonomy Label Linkbase Document.
101.PRE**
XBRL Taxonomy Presentation Linkbase Document.
101.DEF**
XBRL Taxonomy Extension Definition Linkbase Document.
(1)
(2)
(3)
(4)
(5)
(6)
(7)
(8)
(9)
Incorporated by reference from the exhibits filed with the Company’s registration statement (333-41171) on
Form S-1 filed under the Securities Act of 1933.
Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 31, 1999.
Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K/A
Amendment No. 1, File Number 0-23827, filed on April 4, 2000.
Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 30, 2001.
Incorporated by reference from exhibits filed with the Company’s proxy statement pursuant to
Section 14(a), File Number 0-23827, filed on April 17, 2001.
Incorporated by reference from the exhibits filed with the Company’s registration statement (333-63272) on
Form S-4 filed under the Securities Act of 1933.
Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, File
Number 0-23827, filed on August 14, 2001.
Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 31, 2003.
Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 30, 2004.
(10) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, File
Number 0-23827, filed November 15, 2004.
(11) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 31, 2005.
(12) Incorporated by reference from exhibits filed with the Company’s current report on Form 8-K, filed on
October 27, 2005.
(13) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 30, 2006.
(14) Incorporated by reference from exhibits filed with the Company’s current report on Form 8-K, filed on
October 31, 2006.
(15) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
August 10, 2007.
(16) Incorporated by reference from exhibits filed with the Company’s current report on Form 8-K, filed on
January 9, 2008.
(17) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 14, 2008.
(18) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
May 12, 2008.
(19) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
August 11, 2008.
(20) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
November 10, 2008.
(21) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 16, 2009.
46
(22) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 15, 2010.
(23) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
November 10, 2010.
(24) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 11, 2011.
(25) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
August 11, 2011.
(26) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on February 28, 2012.
(27) Incorporated by reference from exhibits filed with the Company’s proxy statement pursuant to
Section 14(a), File Number 0-23827, filed on April 6, 2012.
(28) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
August 8, 2012.
(29) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
November 7, 2012.
(30) Incorporated by reference from exhibits filed with the Company’s annual report on Form 10-K, File Number
0-23827, filed on March 4, 2013.
(31) Incorporated by reference from exhibits filed with the Company’s quarterly report on Form 10-Q, filed on
May 3, 2013.
(32) Incorporated by reference from exhibits filed with the Company’s current report on Form 8-K, filed on
May 29, 2013.
* Management contract or compensatory plan or arrangement.
** Submitted electronically herewith.
Attached as Exhibit 101 to this report are the following formatted in XBRL (Extensible Business Reporting
Language): (i) Consolidated Balance Sheets at December 31, 2013 and December 31, 2012, (ii) Consolidated
Statements of Income for the years ended December 31, 2013, 2012, and 2011, (iii) Consolidated Statements of
Changes in Stockholders’ Equity for the years ended December 31, 2013, 2012, and 2011, (iv) Consolidated
Statements of Cash Flows for the years ended December 31, 2013, 2012, and 2011, and (v) Notes to
Consolidated Financial Statements.
47
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.
PC CONNECTION, INC.
Date: March 10, 2014
By:
/s/ TIMOTHY MCGRATH
Timothy McGrath
President and Chief Executive Officer
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.
Name
Title
Date
/S/ TIMOTHY MCGRATH
Timothy McGrath
/S/ JOSEPH DRISCOLL
Joseph Driscoll
/S/ PATRICIA GALLUP
Patricia Gallup
/S/ JOSEPH BAUTE
Joseph Baute
/S/ DAVID BEFFA-NEGRINI
David Beffa-Negrini
/S/ BARBARA DUCKETT
Barbara Duckett
/S/ DAVID HALL
David Hall
/S/ DONALD WEATHERSON
Donald Weatherson
President and Chief Executive
Officer (Principal Executive
Officer)
Senior Vice President, Treasurer
and Chief Financial Officer
(Principal Financial and
Accounting Officer)
March 10, 2014
March 10, 2014
Chairman of the Board
March 10, 2014
Vice Chairman of the Board
March 10, 2014
March 10, 2014
March 10, 2014
March 10, 2014
March 10, 2014
Director
Director
Director
Director
48
PC CONNECTION, INC. AND SUBSIDIARIES
INDEX TO CONSOLIDATED FINANCIAL STATEMENTS
Report of Independent Registered Public Accounting Firm . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Balance Sheets as of December 31, 2013 and 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Income for the years ended December 31, 2013, 2012, and 2011 . . . . . . . . . . .
Consolidated Statement of Changes in Stockholders’ Equity for the years ended December 31, 2013,
2012, and 2011 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Consolidated Statements of Cash Flows for the years ended December 31, 2013, 2012, and 2011 . . . . . . . .
Notes to Consolidated Financial Statements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Page
F-2
F-3
F-4
F-5
F-6
F-7
F-1
REPORT OF INDEPENDENT REGISTERED PUBLIC ACCOUNTING FIRM
To the Board of Directors and Stockholders of
PC Connection, Inc.
Merrimack, New Hampshire
We have audited the accompanying consolidated balance sheets of PC Connection, Inc. and subsidiaries (the
“Company”) as of December 31, 2013 and 2012, and the related consolidated statements of income, changes in
stockholders’ equity, and cash flows for each of the three years in the period ended December 31, 2013. Our
audits also included the financial statement schedule listed in the Index at Item 15. These financial statements
and financial statement schedule are the responsibility of the Company’s management. Our responsibility is to
express an opinion on the financial statements and financial statement schedule 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, such consolidated financial statements present fairly, in all material respects, the financial
position of PC Connection, Inc. and subsidiaries as of December 31, 2013 and 2012, and the results of their
operations and their cash flows for each of the three years in the period ended December 31, 2013, in conformity
with accounting principles generally accepted in the United States of America. Also, in our opinion, such
financial statement schedule, when considered in relation to the basic consolidated financial statements taken as a
whole, presents fairly, in all material respects, the information set forth therein.
We have also audited, in accordance with the standards of the Public Company Accounting Oversight Board
(United States), the Company’s internal control over financial reporting as of December 31, 2013, based on the
criteria established in Internal Control—Integrated Framework (1992) issued by the Committee of Sponsoring
Organizations of the Treadway Commission and our report dated March 10, 2014 expressed an unqualified
opinion on the Company’s internal control over financial reporting.
/s/ Deloitte & Touche LLP
Boston, Massachusetts
March 10, 2014
F-2
PC CONNECTION, INC. AND SUBSIDIARIES
CONSOLIDATED BALANCE SHEETS
(amounts in thousands, except per share data)
Current Assets:
ASSETS
Cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts receivable, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Inventories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid expenses and other current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income taxes receivable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Goodwill
Other intangibles, net
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
December 31,
2013
2012
$ 42,547
283,051
79,141
6,382
5,117
2,256
418,494
27,600
51,276
2,854
720
$ 39,907
267,310
69,637
5,250
3,934
434
386,472
26,104
51,276
3,757
714
Total Assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$500,944
$468,323
LIABILITIES AND STOCKHOLDERS’ EQUITY
Current Liabilities:
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued expenses and other liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued payroll . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Current maturities of capital lease obligation to affiliate . . . . . . . . . . . . . . . . . . . . . . .
Total current liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
124,821
22,362
14,935
—
162,118
16,224
2,773
126,110
22,562
13,824
989
163,485
10,514
3,021
Total Liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
181,115
177,020
Commitments and Contingencies (Note 13)
Stockholders’ Equity:
Preferred Stock, $.01 par value, 10,000 shares authorized, none issued . . . . . . . . . . .
Common Stock, $.01 par value, 100,000 shares authorized, 28,056 and 27,772
issued, 26,200 and 25,887 outstanding at December 31, 2013 and 2012,
respectively . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Additional paid-in capital
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Retained earnings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Treasury stock at cost, 1,856 and 1,885 shares at December 31, 2013 and 2012,
—
—
281
104,932
230,478
278
101,735
205,271
respectively . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(15,862)
(15,981)
Total Stockholders’ Equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
319,829
291,303
Total Liabilities and Stockholders’ Equity . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$500,944
$468,323
See notes to consolidated financial statements.
F-3
PC CONNECTION, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF INCOME
(amounts in thousands, except per share data)
Years Ended December 31,
2013
2012
2011
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$2,221,638
1,928,638
$2,158,873
1,876,784
$2,103,295
1,838,411
Gross profit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative expenses . . . . . . . . . . . . . . . . . . . . . .
Special charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income from operations . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
293,000
233,604
—
59,396
(149)
—
59,247
(23,565)
282,089
226,322
1,135
54,632
(166)
41
54,507
(21,436)
264,884
217,273
—
47,611
(369)
189
47,431
(18,644)
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
35,682
Earnings per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
$
1.37
1.35
$
$
$
33,071
$
28,787
1.25
1.24
$
$
1.08
1.07
Shares used in computation of earnings per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,120
26,387
26,431
26,586
26,703
26,800
See notes to consolidated financial statements.
F-4
PC CONNECTION, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENT OF CHANGES IN STOCKHOLDERS’ EQUITY
(amounts in thousands)
Balance—January 1, 2011 . . . . . . . . . . . . . 27,507 $275
$ 98,871
$164,075
(854) $ (5,582) $257,639
Issuance of common stock under stock
Common Stock
Shares Amount
Additional
Paid-In Capital
Retained
Earnings
Treasury Shares
Shares Amount
Total
incentive plans . . . . . . . . . . . . . . . . . . . . .
Issuance of common stock under Employee
Stock Purchase Plan . . . . . . . . . . . . . . . .
42 —
Stock-based compensation expense . . . . . . — —
Nonvested stock awards . . . . . . . . . . . . . . . — —
Tax benefit from stock-based
64
1
compensation . . . . . . . . . . . . . . . . . . . . . . — —
Repurchase of common stock for
treasury . . . . . . . . . . . . . . . . . . . . . . . . . . — —
Dividend payment . . . . . . . . . . . . . . . . . . . . — —
Net income . . . . . . . . . . . . . . . . . . . . . . . . . — —
403
380
824
(633)
112
—
—
—
—
—
—
—
—
—
—
—
93
—
—
—
—
633
—
404
380
824
—
112
— (487)
(10,588) —
28,787 —
(4,029)
(4,029)
— (10,588)
28,787
—
Balance—December 31, 2011 . . . . . . . . . . 27,613
276
99,957
182,274 (1,248)
(8,978) 273,529
Issuance of common stock under stock
incentive plans . . . . . . . . . . . . . . . . . . . . .
Issuance of common stock under Employee
Stock Purchase Plan . . . . . . . . . . . . . . . .
110
49
1
1
Stock-based compensation expense . . . . . . — —
Nonvested stock awards . . . . . . . . . . . . . . . — —
Shares withheld for taxes paid on stock
awards . . . . . . . . . . . . . . . . . . . . . . . . . . . — —
Tax benefit from stock-based
compensation . . . . . . . . . . . . . . . . . . . . . . — —
Repurchase of common stock for
treasury . . . . . . . . . . . . . . . . . . . . . . . . . . — —
Dividend payment . . . . . . . . . . . . . . . . . . . . — —
Net income . . . . . . . . . . . . . . . . . . . . . . . . . — —
871
514
1,494
(1,314)
—
213
—
—
—
—
—
—
—
—
—
—
—
—
177
—
872
—
—
1,314
515
1,494
—
(52)
(504)
(504)
—
—
213
— (762)
(10,074) —
33,071 —
(7,813)
(7,813)
— (10,074)
33,071
—
Balance—December 31, 2012 . . . . . . . . . . 27,772
278
101,735
205,271 (1,885)
(15,981) 291,303
Issuance of common stock under stock
incentive plans . . . . . . . . . . . . . . . . . . . . .
Issuance of common stock under Employee
Stock Purchase Plan . . . . . . . . . . . . . . . .
225
33
2
1
Stock-based compensation expense . . . . . . — —
Nonvested stock awards . . . . . . . . . . . . . . .
26 —
Shares withheld for taxes paid on stock
awards . . . . . . . . . . . . . . . . . . . . . . . . . . . — —
Tax benefit from stock-based
compensation . . . . . . . . . . . . . . . . . . . . . . — —
Dividend payment . . . . . . . . . . . . . . . . . . . . — —
Net income . . . . . . . . . . . . . . . . . . . . . . . . . — —
1,777
590
958
(403)
(293)
568
—
—
—
—
—
—
—
—
—
—
48
—
—
—
403
1,779
591
958
—
(19)
(284)
(577)
—
—
(10,475) —
35,682 —
—
568
— (10,475)
35,682
—
Balance—December 31, 2013 . . . . . . . . . . 28,056 $281
$104,932
$230,478 (1,856) $(15,862) $319,829
See notes to consolidated financial statements.
F-5
PC CONNECTION, INC. AND SUBSIDIARIES
CONSOLIDATED STATEMENTS OF CASH FLOWS
(amounts in thousands)
Years Ended December 31,
2012
2011
2013
Cash Flows from Operating Activities:
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 35,682 $ 33,071
$ 28,787
Adjustments to reconcile net income to net cash provided by (used for) operating
activities:
Depreciation and amortization . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deferred income taxes . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Provision for doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock-based compensation expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Loss on disposal of fixed assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Excess tax benefit from exercise of stock options . . . . . . . . . . . . . . . . . .
Income tax benefit from stock-based compensation . . . . . . . . . . . . . . . . .
Fair value adjustment to contingent consideration . . . . . . . . . . . . . . . . . .
7,089
4,578
1,078
958
5
(260)
—
—
6,895
674
1,561
1,494
82
(15)
213
(44)
Changes in assets and liabilities:
Accounts receivable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Inventories . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Prepaid expenses and other current assets . . . . . . . . . . . . . . . . . . . . . . . .
Other non-current assets . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accounts payable . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued expenses and other liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash provided by (used for) operating activities . . . . . . . . . . . . . . . . . . . .
(16,819) 26,317
7,800
(9,504)
2,272
(3,005)
(62)
(6)
(4,613)
(1,371)
(5,986)
1,231
69,659
19,656
Cash Flows from Investing Activities:
Purchases of property and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Proceeds from sale of equipment
Acquisition of ValCom Technology, net of cash acquired . . . . . . . . . . . . . . . .
Purchase of intangible asset
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Net cash used for investing activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(7,607)
2
—
—
(7,605)
(9,250)
10
—
—
(9,240)
Cash Flows from Financing Activities:
5,951
2,581
2,768
824
16
(15)
112
(80)
(56,682)
(2,850)
(673)
(219)
14,497
(309)
(5,292)
(10,855)
4
(4,745)
(450)
(16,046)
— (12,471)
Repayment of short-term borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
7,204
—
Proceeds from short-term borrowings . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(10,475) (10,074)
Dividend payment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
872
1,779
Exercise of stock options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
515
591
Issuance of stock under Employee Stock Purchase Plan . . . . . . . . . . . . . . . . .
15
260
Excess tax benefit from exercise of stock options . . . . . . . . . . . . . . . . . . . . . .
(971)
(989)
Repayment of capital lease obligation to affiliate . . . . . . . . . . . . . . . . . . . . . . .
(577)
(504)
Shares withheld for taxes paid on stock awards . . . . . . . . . . . . . . . . . . . . . . . .
— (7,813)
Purchase of treasury shares . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
— (1,900)
Payment of contingent consideration . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(9,411) (25,127)
Net cash used for financing activities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
35,292
2,640
Increase (decrease) in cash and cash equivalents . . . . . . . . . . . . . . . . . . . . . . .
Cash and cash equivalents, beginning of year
4,615
39,907
. . . . . . . . . . . . . . . . . . . . . . . . .
Cash and cash equivalents, end of year . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 42,547 $ 39,907
(54,106)
59,373
(10,588)
404
380
15
(870)
(206)
(3,823)
—
(9,421)
(30,759)
35,374
$ 4,615
Non-cash Investing and Financing Activities:
Issuance of nonvested stock . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
Accrued capital expenditures . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Contingent consideration recorded in accrued expenses and other
liabilities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
403 $ 1,314
253
335
$
633
430
—
—
1,960
Supplemental Cash Flow Information:
Income taxes paid . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $ 20,891 $ 19,025
244
Interest paid . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
101
$ 16,813
276
See notes to consolidated financial statements.
F-6
PC CONNECTION, INC. AND SUBSIDIARIES
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS
(amounts in thousands, except per share data)
1. SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
We are a direct marketer of a wide range of information technology (“IT”) solutions. We help our customers
design, enable, manage, and service their IT environments. We provide IT products, including computer systems,
software and peripheral equipment, networking communications, and other products and accessories that we
purchase from manufacturers, distributors, and other suppliers. We also offer services involving design,
configuration, and implementation of IT solutions. These services are performed by our personnel and by third-
party providers. We operate through three sales segments, which serve primarily: (a) small- to medium-sized
businesses, in SMB, through our PC Connection Sales subsidiary, (b) large enterprise customers, in Large
Account, through our MoreDirect subsidiary, and (c) federal, state, and local government and educational
institutions, in Public Sector, through our GovConnection subsidiary.
The following is a summary of our significant accounting policies:
Principles of Consolidation
The consolidated financial statements include the accounts of PC Connection, Inc. and its subsidiaries, all of
which are wholly-owned. Intercompany transactions and balances are eliminated in consolidation.
Use of Estimates in the Preparation of Financial Statements
The preparation of financial statements in conformity with accounting principles generally accepted in the
United States of America requires management to make estimates and assumptions. These estimates and
assumptions affect the reported amounts and disclosures of assets and liabilities and the reported amounts and
disclosures of revenue and expenses during the period. By nature, estimates are subject to an inherent degree of
uncertainty. Actual results could differ from those estimates and assumptions.
Revenue Recognition
Revenue on product sales is recognized at the point in time when persuasive evidence of an arrangement
exists, the price is fixed or determinable, delivery has occurred, and there is a reasonable assurance of collection
of the sales proceeds. We generally obtain oral or written purchase authorizations from our customers for a
specified amount of product at a specified price. Because we either (i) have a general practice of covering
customer losses while products are in-transit despite title transferring at the point of shipment or (ii) have FOB—
destination shipping terms specifically set out in our arrangements with federal agencies and certain commercial
customers, delivery is deemed to have occurred at the point in time when the product is received by the customer.
We provide our customers with a limited thirty-day right of return generally limited to defective
merchandise. Revenue is recognized at delivery and a reserve for sales returns is recorded. We make reasonable
and reliable estimates of product returns based on significant historical experience and record our sales reserves
as a reduction of revenues and either as offsets to accounts receivable or, for customers who have already paid, as
offsets to accrued expenses. At December 31, 2013, we recorded sales reserves of $3,060 and $208 as
components of accounts receivable and accrued expenses, respectively. At December 31, 2012, we recorded sales
reserves of $2,415 and $152 as components of accounts receivable and accrued expenses, respectively.
All amounts billed to a customer in a sales transaction related to shipping and handling, if any, represent
revenues earned for the goods provided, and these amounts have been classified as “net sales.” Costs related to
such shipping and handling billings are classified as “cost of sales.” Sales are reported net of sales, use, or other
transaction taxes that are collected from customers and remitted to taxing authorities.
F-7
We use our own engineering personnel in projects involving the design and installation of systems and
networks, and we also engage third-party service providers to perform warranty maintenance, implementations,
asset disposals, and other services. We evaluate such engagements to determine whether we or the third party
assumes the general risk and reward of ownership in these transactions. For those transactions in which we do not
assume the risk and reward but instead act as an agent, we recognize the transaction revenue on a net basis.
Under net sales recognition, we recognize the cost of the third party as a reduction to the selling price, and
accordingly, report as revenue only our gross profit earned on the transaction. In those engagements in which we
are the principal and primary obligor, we report the sale on a gross basis, and the cost of the service provider is
recognized in cost of goods sold.
Similarly, we recognize revenue from agency sales transactions on a net sales basis. In agency sales
transactions, we facilitate product sales by equipment and software manufacturers directly to our customers and
receive agency, or referral, fees for such transactions. We do not take title to the products or assume any
maintenance or return obligations in these transactions; title is passed directly from the supplier to our customer.
Amounts recognized on a net basis included in net sales for such third-party services and agency sales
transactions were $20,570, $18,870, and $17,463 for the years ended December 31, 2013, 2012, and 2011,
respectively.
Although service revenue represents a small percentage of our consolidated revenue, we offer a wide range
of services, including design, installation, configuration, and other services performed by our personnel and
third-party providers. In certain revenue arrangements, our contracts require that we provide multiple units of
hardware, software, or services deliverables. Under these multiple-element arrangements, each service performed
and product delivered is considered a separate deliverable and qualifies as a separate unit of accounting. For
material multiple element arrangements, we allocate revenue based on vendor-specific objective evidence of fair
value of the underlying services and products. If we were to enter into a multiple element arrangement in which
vendor-specific objective evidence was not available, we would utilize third-party evidence to allocate the selling
price. If neither vendor-specific objective evidence nor third-party evidence was available, we would estimate the
selling price based on market price and company specific factors.
Cost of Sales and Certain Other Costs
Cost of sales includes the invoice cost of the product, direct employee and third party cost of services, direct
costs of packaging, inbound and outbound freight, and provisions for inventory obsolescence, adjusted for
discounts, rebates, and other vendor allowances. Direct operating expenses relating to our purchasing function
and receiving, inspection, warehousing, packing and shipping, and other expenses of our distribution center are
included in our SG&A expenses. Accordingly, our gross margin may not be comparable to those of other entities
who include all of the costs related to their distribution network in cost of goods sold. Such distribution costs
included in our SG&A expenses are as follows:
Years Ended December 31,
2013
$13,843
2012
$13,878
2011
$13,455
Cash and Cash Equivalents
We consider all highly liquid short-term investments with original maturities of 90 days or less to be cash
equivalents. The carrying value of our cash equivalents approximates fair value. The majority of payments due
from credit card processors and banks for third-party credit card and debit card transactions process within one to
five business days. All credit card and debit card transactions that process in less than seven days are classified as
cash and cash equivalents. Amounts due from banks for credit card transactions classified as cash equivalents
totaled $5,115 and $2,611 at December 31, 2013 and 2012, respectively.
F-8
Accounts Receivable
We perform ongoing credit evaluations of our customers and adjust credit limits based on payment history
and customer creditworthiness. We maintain an allowance for estimated doubtful accounts based on our
historical experience and the customer credit issues identified. Our customers do not post collateral for open
accounts receivable. We monitor collections regularly and adjust the allowance for doubtful accounts as
necessary to recognize any changes in credit exposure. Trade receivables are charged off in the period in which
they are deemed uncollectible. Recoveries of trade receivables previously charged are recorded when received.
Inventories
Inventories (all finished goods) consisting of software packages, computer systems, and peripheral
equipment, are stated at cost (determined under a weighted-average cost method which approximates the first-in,
first-out method) or market, whichever is lower. Inventory quantities on hand are reviewed regularly, and
allowances are maintained for obsolete, slow moving, and nonsalable inventory.
Vendor Allowances
We receive allowances from merchandise vendors for price protections, discounts, product rebates, and
other programs. These allowances are treated as a reduction of the vendor’s prices and are recorded as
adjustments to cost of sales or inventory, as applicable. Allowances for product rebates that require certain
volumes of product sales or purchases are recorded as the related milestones are probable of being met.
Advertising Costs and Allowances
Costs of producing and distributing catalogs are charged to expense in the period in which the catalogs are
first circulated. Other advertising costs are expensed as incurred.
Vendors have the ability to place advertisements in our catalogs or fund other advertising activities for
which we receive advertising allowances. These vendor allowances, to the extent that they represent specific
reimbursements of the underlying incremental and identifiable costs, are offset against SG&A expenses.
Advertising allowances that cannot be associated with a specific program funded by an individual vendor or that
exceed the fair value of advertising expense associated with that program are classified as offsets to cost of sales
or inventory. Our vendor partners generally consolidate their funding of advertising and other marketing
programs, and accordingly, we classify substantially all vendor consideration as a reduction of cost of sales or
inventory rather than a reduction of advertising expense. Advertising expense, which is classified as a component
of SG&A expenses, totaled $18,019, $20,029, and $20,858, for the years ended December 31, 2013, 2012, and
2011, respectively.
Property and Equipment
Property and equipment are stated at cost, net of accumulated depreciation and amortization. Depreciation
and amortization is provided for financial reporting purposes over the estimated useful lives of the assets ranging
from three to seven years. Computer software, including licenses and internally developed software, is
capitalized and amortized over lives ranging from three to seven years. Depreciation is provided using the
straight-line method. Leasehold improvements and facilities under capital leases are amortized over the terms of
the related leases or their useful lives, whichever is shorter, whereas for income tax reporting purposes, they are
amortized over the applicable tax lives.
Costs incurred to develop internal-use software during the application development stage 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-related costs for employees who devote time to the
development of internal-use computer software projects, to the extent of the time spent directly on the project and
F-9
specific to application development, are capitalized. In 2013, we capitalized $2,203 of internally developed
software costs related to our Customer Master Data Management (“Customer MDM”) project. In the third
quarter of 2013, we completed the first phase of the Customer MDM software project and placed into service
$12,044 of related software and integration expenditures.
When events or circumstances indicate a potential impairment, we evaluate the carrying value of property
and equipment based upon current and anticipated undiscounted cash flows. We recognize impairment when it is
probable that such estimated future cash flows will be less than the asset carrying value.
Goodwill and Other Intangible Assets
Our intangible assets consist of goodwill, which is not subject to amortization, and amortizing intangibles,
which consist of customer lists, tradenames, and certain technology licensing agreements, which are being
amortized over their useful lives.
Note 2 describes the annual impairment methodology that we employ on January 1st of each year in
calculating the recoverability of goodwill. This same impairment test is performed at other times during the
course of a year should an event occur or circumstance change that would more likely than not reduce the fair
value of a reporting unit below its carrying amount.
Recoverability of amortizing intangibles assets is assessed only when events have occurred that may give
rise to impairment. When a potential impairment has been identified, forecasted undiscounted net cash flows of
the operations to which the asset relates are compared to the current carrying value of the long-lived assets
present in that operation. If such cash flows are less than such carrying amounts, long-lived assets including such
intangibles, are written down to their respective fair values.
Concentrations
Concentrations of credit risk with respect to trade account receivables are limited due to the large number of
customers comprising our customer base. No single customer accounted for more than 2% of total net sales in
2013, 2012, and 2011. While no single agency of the federal government comprised more than 2% of total sales,
aggregate sales to the federal government were 6.4% in 2013 and 8.4% in 2012 and 2011.
Product purchases from Ingram Micro, Inc. (“Ingram”), our largest supplier, accounted for approximately
24%, 26%, and 25% of our total product purchases in 2013, 2012, and 2011, respectively. Purchases from
Synnex Corporation (“Synnex”) comprised 12% of our total product purchases in 2013 and 14% in 2012 and
2011, respectively. Purchases from Tech Data Corporation (“Tech Data”) comprised 10% of our total product
purchases in 2013 and 2012, respectively, and 12% in 2011. Purchases from Hewlett-Packard Company (“HP”),
comprised 9% of our total product purchases in 2013 and 2012, respectively, and 10% in 2011. No other vendor
supplied more than 10% of our total product purchases in 2013, 2012, or 2011. We believe that, while we may
experience some short-term disruption, alternative sources for products obtained directly from Ingram, Synnex,
Tech Data, and HP are available to us.
Products manufactured by HP represented 25%, 27%, and 28% of our net sales in 2013, 2012, and 2011,
respectively. We believe that in the event we experience either a short-term or permanent disruption of supply of
HP products, such disruption would likely have a material adverse effect on our results of operations and cash
flows.
Earnings Per Share
Basic earnings per common share is computed using the weighted average number of shares outstanding.
Diluted earnings per share is computed using the weighted average number of shares outstanding adjusted for the
incremental shares attributable to nonvested stock units and stock options outstanding, if dilutive.
F-10
The following table sets forth the computation of basic and diluted earnings per share:
Numerator:
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$35,682
$33,071
$28,787
2013
2012
2011
Denominator:
Denominator for basic earnings per share . . . . . . . . .
Dilutive effect of employee stock awards . . . . . . . . .
Denominator for diluted earnings per share . . . . . . . .
26,120
267
26,387
26,431
155
26,586
26,703
97
26,800
Earnings per share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$
$
1.37
1.35
$
$
1.25
1.24
$
$
1.08
1.07
For the years ended December 31, 2013, 2012, and 2011, the following outstanding nonvested stock units
and stock options were excluded from the computation of diluted earnings per share because including them
would have had an anti-dilutive effect:
Employee Stock Awards . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2013
162
2012
299
2011
399
Comprehensive Income
We had no items of comprehensive income, other than our net income for each of the periods presented.
2. GOODWILL AND OTHER INTANGIBLE ASSETS
Goodwill
Goodwill is subject to an annual impairment test and tested more frequently if events or circumstances occur
that would indicate a potential decline in fair value. For goodwill, a two-step quantitative test is performed at a
reporting unit level which requires, under the first step, that the fair value of a reporting unit is determined and
compared to the reporting unit’s carrying value, including goodwill. To assess the fair value of a reporting unit,
both income and market valuation approaches are used. If the fair value is determined to be less than the carrying
value, the second step is performed to measure the amount of the impairment.
Our annual impairment test of goodwill is set as of the first day of the year. Previously, goodwill was held
by two reporting units that comprised our Large Account segment. However in the fourth quarter of 2012, we
combined the operations of the two reporting units, and as a result, goodwill is now held by the combined Large
Account reporting unit. The fair value of the Large Account reporting unit substantially exceeded its carrying
value; accordingly, we did not identify any goodwill impairment for 2013. We also did not identify any events or
circumstances that would indicate that it is more likely than not that the carrying value of the reporting unit was
in excess of the fair value during the year ended December 31, 2013.
To determine the fair value of our reporting unit, we considered operating results and future projections, as
well as changes in the Company’s overall market capitalization, in addition to the market capitalization of our
competitors. The significant assumptions used in our discounted cash flow analysis include: projected cash flows
and profitability, the discount rate used to present value future cash flows, working capital requirements, and
terminal growth rates. Cash flows and profitability assumptions include sales growth, gross margin, and SG&A
growth assumptions which are generally based on historical trends. The discount rate used is a “market
participant” weighted average cost of capital (“WACC”). For our computation of fair value as of January 1,
2013, we used a WACC rate of 12.9%, and estimated terminal growth rate at 4.0% and working capital
F-11
requirements at 7.5% of revenues. There were no changes in the carrying amounts of goodwill during each of the
years ended December 31, 2013 and 2012. The carrying amount of goodwill for the periods presented is detailed
below:
Goodwill, gross . . . . . . . . . . . . . . . . . . . . . . . . . .
Accumulated impairment losses . . . . . . . . . . . . .
$ 1,173
(1,173)
Net balance . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ —
$51,276
—
$51,276
$ 7,634
(7,634)
$ —
$60,083
(8,807)
$51,276
SMB
Large Account
Public Sector
Total
Intangible Assets
Our intangible assets, which are amortized in proportion to the estimates of the future cash flows underlying
the valuation of the assets, and the related accumulated amortization, are detailed below:
December 31, 2013
December 31, 2012
Estimated
Useful Lives
Gross
Amount
Accumulated
Amortization
Net
Amount
Gross
Amount
Accumulated
Amortization Net Amount
Customer List
. . . . . . . . . . . . .
Tradename . . . . . . . . . . . . . . . .
License Agreements . . . . . . . .
Total Intangible Assets . . . . . .
8
5
5
$3,400
1,190
800
$5,390
$1,514
397
625
$2,536
$1,886
793
175
$3,400
1,190
800
$2,854
$5,390
$ 989
159
485
$1,633
$2,411
1,031
315
$3,757
In 2013, 2012, and 2011, we recorded amortization expense of $903, $1,448, and $631, respectively. The
estimated amortization expense relating to intangible assets in each of the five succeeding years and thereafter is
as follows:
For the Years Ending December 31,
2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Thereafter
$901
735
599
362
221
36
3. FAIR VALUE
Our financial instruments consist primarily of cash and cash equivalents, accounts receivable, and accounts
payable. The carrying values of cash, accounts receivable, and accounts payable approximate their fair values
due to their short-term nature.
We are required to measure fair value under a fair value hierarchy that maximizes the use of observable
inputs and minimizes the use of unobservable inputs. Observable inputs are obtained from independent sources
and can be validated by a third party, whereas unobservable inputs reflect assumptions regarding what a third
party would use in pricing an asset or liability. A financial instrument’s categorization within the fair value
hierarchy is based upon the lowest level of input that is significant to the fair value measurement. Three levels of
inputs may be used to measure fair value:
Level 1—Quoted prices in active markets for identical assets or liabilities.
Level 2—Include other inputs that are directly or indirectly observable in the marketplace.
Level 3—Unobservable inputs which are supported by little or no market activity.
F-12
We measure our cash equivalents at fair value and classify such assets within Level 1 of the fair value
hierarchy. This classification has been determined based on the manner in which we value our cash equivalents,
primarily using quoted market prices for identical assets.
Assets measured at fair value on a recurring basis consisted of the following types of instruments at
December 31, 2013 and 2012:
Fair Value Measurements at Reporting Date Using
Quoted Prices in
Active Markets
for Identical
Instruments
(Level 1)
Significant
Other
Observable
Inputs
(Level 2)
Significant
Unobservable
Inputs
(Level 3)
Total
Balance
$38
38
$—
—
$—
—
$38
38
Assets
Cash Equivalents:
. . . . . . . . . . . . . . . . . .
Money market fund deposits at
December 31, 2013 . . . . . . . . . . .
Money market fund deposits at
December 31, 2012 . . . . . . . . . . .
4. ACCOUNTS RECEIVABLE
Accounts receivable consisted of the following:
Trade . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Vendor returns, consideration, and other . . . . . . . . . . . . .
Due from employees . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Due from affiliates . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total Gross Accounts Receivable . . . . . . . . . . . . . . . . . . .
Allowances for:
Sales returns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Doubtful accounts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
December 31,
2013
2012
$266,330
21,872
163
11
$251,249
20,830
139
21
288,376
272,239
(3,060)
(2,265)
(2,415)
(2,514)
Accounts Receivable, net
. . . . . . . . . . . . . . . . . . . . . . . . .
$283,051
$267,310
5. PROPERTY AND EQUIPMENT
Property and equipment consisted of the following:
Facilities and equipment under capital lease with
affiliate . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Leasehold improvements . . . . . . . . . . . . . . . . . . . . . . . . . .
Furniture and equipment . . . . . . . . . . . . . . . . . . . . . . . . . . .
Computer software, including licenses and internally-
December 31,
2013
2012
$ 7,215
7,534
25,698
$ 7,215
7,380
23,120
developed software . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
58,257
53,942
Total
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accumulated depreciation and amortization . . . . . . . . . . .
98,704
(71,104)
91,657
(65,553)
Property and equipment, net . . . . . . . . . . . . . . . . . . . . . . . .
$ 27,600
$ 26,104
F-13
We recorded depreciation and amortization expense for property and equipment, including capital lease
amortization, of $6,186, $5,447, and $5,320 in 2013, 2012, and 2011, respectively.
6. SPECIAL CHARGES
In 2012, we recorded special charges of $1,135 related to awards granted upon the retirement of a former
executive officer and certain workforce reductions. The retirement award included a non-cash charge of $842 for
the issuance of nonvested stock. We did not record any special charges in 2011 or 2013.
A roll forward of liabilities related to special charges is shown below.
Balance, January 1, 2011 . . . . . . . . . . . . . . . . . . . . . . . . . .
Cash payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Balance, December 31, 2011 . . . . . . . . . . . . . . . . . . . . . . .
Charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Issuance of non-vested stock . . . . . . . . . . . . . . . . . . .
Cash payments . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Workforce
Reductions &
Other
$
16
(16)
—
1,135
(842)
(293)
Balance, December 31, 2012 . . . . . . . . . . . . . . . . . . . . . . .
$ —
7. BANK BORROWINGS
We have a $50,000 credit facility collateralized by our receivables that expires February 24, 2017. This
facility can be increased, at our option, to $80,000 for approved acquisitions or other uses authorized by the
lender at substantially the same terms. Amounts outstanding under this facility bear interest at the one-month
London Interbank Offered Rate (“LIBOR”), plus a spread based on our funded debt ratio, or in the absence of
LIBOR, the prime rate (3.25% at December 31, 2013). The one-month LIBOR rate at December 31, 2013 was
0.17%. The credit facility includes various customary financial ratios and operating covenants, including
minimum net worth and maximum funded debt ratio requirements, and default acceleration provisions, none of
which we believe significantly restricts our operations. Funded debt ratio is the ratio of average outstanding
advances under the credit facility to Adjusted EBITDA (Earnings Before Interest Expense, Taxes, Depreciation,
Amortization, and Special Charges). The maximum allowable funded debt ratio under the agreement is 2.0 to 1.0.
Decreases in our consolidated Adjusted EBITDA could limit our potential borrowings under the credit facility;
however, we did not have any borrowings under our credit facility in 2013. We had no outstanding bank
borrowings at December 31, 2013 or 2012, and accordingly, the entire $50,000 facility was available for
borrowings under the credit facility.
Certain information with respect to short-term borrowings was as follows:
Year ended December 31,
Weighted
Average
Interest Rate
Maximum
Amount
Outstanding
Average
Amount
Outstanding
2012 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2011 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
0.8%
0.8
$ 6,707
21,007
$ 19
750
8. TRADE CREDIT AGREEMENTS
At December 31, 2013 and 2012, we had security agreements with two financial institutions to facilitate the
purchase of inventory from various suppliers under certain terms and conditions. The agreements allow a
collateralized first position in certain branded products in our inventory financed by the financial institutions up
F-14
to an aggregated amount of $47,000. The cost of such financing under these agreements is borne by the suppliers
by discounting their invoices to the financial institutions. We do not pay any interest or discount fees on such
inventory. At December 31, 2013 and December 31, 2012, accounts payable included $15,543 and $18,901,
respectively, owed to these financial institutions.
9. CAPITAL LEASE
In November 1997, we entered into a fifteen-year lease for our corporate headquarters with an entity
controlled by our principal stockholders, which we recorded as a capital lease. Annual lease payments under the
terms of the lease, as amended, were approximately $911 for the first five years of the lease, increasing to $1,025
for years six through ten and $1,139 for years eleven through fifteen. The lease required us to pay our
proportionate share of real estate taxes and common area maintenance charges either directly to providers or as
additional rent and also to pay insurance premiums for the leased property. The initial term of the lease ended
November 30, 2013, and we have the option under the original lease agreement to renew the lease for two
additional terms of five years each. We are currently renting the space on a month-to-month basis for
approximately $95 a month. The net book value of the capital lease asset was $441 as of December 31, 2012, and
$0 at December 31, 2013.
10. STOCKHOLDERS’ EQUITY AND SHARE-BASED COMPENSATION
Preferred Stock
Our Amended and Restated Certificate of Incorporation (the “Restated Certificate”) authorizes the issuance
of up to 10,000 shares of preferred stock, $.01 par value per share (the “Preferred Stock”). Under the terms of the
Restated Certificate, the Board is authorized, subject to any limitations prescribed by law, without stockholder
approval, to issue by a unanimous vote such shares of Preferred Stock in one or more series. Each such series of
Preferred Stock shall have such rights, preferences, privileges, and restrictions, including voting rights, dividend
rights, redemption privileges, and liquidation preferences, as shall be determined by the Board. There were no
preferred shares outstanding at December 31, 2013 or 2012.
Share Repurchase Authorization
On March 28, 2001, our Board of Directors authorized the spending of up to $15,000 to repurchase our
common stock. We consider block repurchases directly from larger stockholders, as well as open market
purchases, in carrying out our ongoing stock repurchase program.
We did not repurchase any shares in 2013, however we repurchased 762 shares for $7,813 in 2012, and 461
shares for $3,823 in 2011. Our 2012 repurchases included the purchase of 600 shares from two principal
stockholders at an average price of $10.58 per share. This share purchase agreement was approved by our Board
of Directors and was considered a separate transaction from our 2001 Board authorized program. As of
December 31, 2013, we have repurchased an aggregate of 1,682 shares for $12,233 under our repurchase
program. The maximum approximate dollar value of shares that may yet be purchased under our 2001 share
repurchase program is $2,767. We have issued nonvested shares from treasury stock and have reflected, upon the
vesting of such shares, the net remaining balance of treasury stock on the consolidated balance sheet. In addition,
we withheld 19 shares, having an aggregate fair value of $284, upon the vesting of nonvested stock to satisfy
related employee tax obligations during the year ended December 31, 2013. Such transactions were recognized as
a repurchase of common stock and returned to treasury but did not apply against authorized repurchase limits
under our Board of Directors’ authorization.
On February 11, 2014, our Board approved a new share repurchase program authorizing up to $15,000 in
share repurchases. There is no fixed termination date for this new repurchase program. Purchases may be made in
open-market transactions, block transactions on or off an exchange, or in privately negotiated transactions. We
intend to complete the 2001 repurchase program before repurchasing shares under the new program. The timing
and amount of any share repurchases will be based on market conditions and other factors.
F-15
Dividend Payments
In 2013, we paid a cash dividend of $0.40 per share. The total cash payment of $10,475 was made on
December 26, 2013, to shareholders of record at the close of business on December 12, 2013. In 2012, we paid a
cash dividend of $0.38 per share. The total cash payment of $10,074 was made on December 14, 2012 to
shareholders of record at the close of business on November 28, 2012. In 2011, we paid a cash dividend of $0.40
per share. The total cash payment of $10,588 was made on December 5, 2011 to shareholders of record at the
close of business on November 25, 2011. We have no current plans to pay additional cash dividends on our
common stock in the foreseeable future, and declaration of any future cash dividends will depend upon our
financial position, strategic plans, and general business conditions.
Equity Compensation Plan Descriptions
In November 1997, the Board adopted and the stockholders approved the 1997 Stock Incentive Plan (the
“1997 Plan”). Under the terms of the 1997 Plan, we were authorized, for a ten-year period, to grant stock options,
nonvested stock, and other stock-based awards. The 1997 Plan expired in November 2007. Under such plan,
options to purchase 171 shares remain outstanding as of December 31, 2013.
In 2007, the Board adopted, and our stockholders approved, the 2007 Stock Incentive Plan (the “2007
Plan”). In May 2013, our shareholders approved an amendment to the 2007 Plan that authorized the issuance of
1,400 shares of common stock under the 2007 Plan. Under the terms of the 2007 Plan, we are authorized, for a
ten-year period to grant options, stock appreciation rights, nonvested stock, nonvested stock units, and other
stock-based awards to employees, officers, directors, and consultants. As of December 31, 2013, there were 53
shares eligible for future grants under the 2007 Plan.
1997 Employee Stock Purchase Plan
In November 1997, the Board adopted and the stockholders approved the 1997 Employee Stock Purchase
Plan (the “Purchase Plan”), which became effective on February 1, 1999. The Purchase Plan authorizes the
issuance of common stock to participating employees. Under the Purchase Plan, as amended, our employees are
eligible to purchase company stock at 95% of the purchase price as of the last business day of each six-month
offering period. An aggregate of 1,038 shares of common stock has been reserved for issuance under the
Purchase Plan, of which 953 shares have been purchased.
Accounting for Share-Based Compensation
We measure the grant date fair value of equity awards given to employees and recognize that cost, adjusted
for forfeitures, over the period that services are performed. We value grants with multiple vesting periods as a
single award and record share-based compensation as a component of SG&A expenses or special charges. In
2013, 2012, and 2011, we granted nonvested stock units, and in previous years, we have granted both nonvested
stock awards and stock options.
We employ the Black-Scholes option valuation model to assess the grant date fair value of each option
grant. The application of this model requires certain key input assumptions, including expected volatility, option
term, and risk-free interest rates. Expected volatility is based on the historical volatility of our common stock.
The expected term of an option grant is estimated using the historical exercise behavior of employees and
directors. The risk-free interest rate for periods within the contractual life of the option is based on the U.S.
Treasury yield curve that corresponds most closely to the stock option’s expected average life. We estimate
expected forfeitures based upon historical patterns of employee turnover.
F-16
The following table summarizes the components of share-based compensation recorded as expense for the
three years ended December 31, 2013:
Nonvested shares/units . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Stock options . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 864
94
$1,333
161
$ 530
294
Pre-tax compensation expense . . . . . . . . . . . . . . . . . . . . . . . . . .
Tax benefit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
958
(329)
1,494
(517)
824
(234)
Net effect on net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 629
$ 977
$ 590
2013
2012
2011
We have historically settled stock option exercises with newly issued common shares. The intrinsic value of
options exercised in 2013, 2012, and 2011 was $1,610, $374, and $253, respectively. The following table sets
forth our stock option activity for the year ended December 31, 2013:
Outstanding, January 1, 2013 . . . . . . . . . . . . . . . .
Exercised . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Forfeited . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Expired . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Outstanding, December 31, 2013 . . . . . . . . . . . . .
Vested and expected to vest . . . . . . . . . . . . . . . . .
Exercisable, December 31, 2013 . . . . . . . . . . . . .
Options
540
(225)
(6)
(50)
259
257
254
Weighted
Average
Exercise Price
Weighted
Average
Remaining
Contractual
Term (Years)
Aggregate
Intrinsic
Value
$ 9.54
7.89
6.35
13.13
$10.36
$10.40
$10.44
4.32
4.30
4.28
$3,752
$3,711
$3,659
Unearned compensation cost related to the unvested portion of outstanding stock options as of
December 31, 2013 was $3 and is expected to be recognized in the first quarter of 2014.
We have issued nonvested stock awards from treasury stock. Recipients of these awards possess the rights
of stockholders, including voting rights and the right to receive dividends. In 2013, 2012 and 2011, we issued
nonvested stock units that settle in stock and vest over periods up to nine years. Recipients of nonvested stock
units do not possess stockholder rights. The fair value of these two grant types is based on the end of day market
value of our common stock on the grant date. The following table summarizes our nonvested stock award and
unit activity in 2013:
Nonvested Stock Awards
Nonvested Stock Units
Weighted-Average
Grant Date Fair
Value
Shares
Nonvested at January 1, 2013 . . . . . . . . . . . .
48
Awarded . . . . . . . . . . . . . . . . . . . . . . . . . . . . . —
Vested . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
(48)
Nonvested at December 31, 2013 . . . . . . . . . —
$4.51
—
4.51
—
Weighted-Average
Grant Date
Fair Value
$ 8.33
21.51
10.61
12.70
Shares
353
165
(43)
475
The total fair values of nonvested stock awards that vested in 2013, 2012, and 2011 were $728, $1,715, and
$731, respectively. The weighted-average grant-date fair value of nonvested stock units granted in 2012 and 2011
was $9.84 and $5.54, respectively. The total fair value of nonvested stock units that vested in 2013 was $768, and
no units vested in 2012 or 2011. Unearned compensation cost related to the nonvested portion of outstanding
nonvested stock units was $3,062 as of December 31, 2013, and is expected to be recognized over a weighted-
average period of approximately 6.5 years.
F-17
Stock Equivalent Units
In 2013 and 2012, we issued 40 and 179 stock equivalent units, (“SEUs”), respectively. The SEU awards
settle in cash and vest ratably over four years. The fair value of the awards is based on the closing market price of
our common stock, and is remeasured at the end of each reporting period until the SEUs vest. We incurred
$1,159 and $349 of expense in 2013 and 2012, respectively, for these liability awards, and reported the liability
as accrued payroll on the consolidated balance sheet.
11. INCOME TAXES
The provision for income taxes consisted of the following:
Years Ended December 31,
2013
2012
2011
Current:
Federal
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$15,494
3,493
$17,728
3,034
$13,130
2,865
Total current . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
18,987
20,762
15,995
Deferred:
Federal
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Total deferred . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
4,160
418
4,578
344
330
674
2,220
429
2,649
Net provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$23,565
$21,436
$18,644
F-18
The components of the deferred taxes at December 31, 2013 and 2012 are as follows:
Deferred tax assets:
Provisions for doubtful accounts . . . . . . . . . . . . . . . . . . . .
Inventory costs capitalized for tax purposes . . . . . . . . . . .
Inventory valuation reserves . . . . . . . . . . . . . . . . . . . . . . . .
Sales return reserves . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Deductible expenses, primarily employee-benefit
related . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Accrued compensation . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State tax contingency . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Compensation under non-statutory stock option
agreements . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
State tax loss carryforwards . . . . . . . . . . . . . . . . . . . . . . . .
State tax credit carryforwards . . . . . . . . . . . . . . . . . . . . . . .
Federal benefit for uncertain state tax positions . . . . . . . . .
Total gross deferred tax assets . . . . . . . . . . . . . . . . . .
Less: Valuation allowance . . . . . . . . . . . . . . . . . . . . .
Net deferred tax assets . . . . . . . . . . . . . . . . . . . . . . . .
$
2013
2012
891
166
558
155
615
1,764
248
2,076
669
622
—
692
8,456
(249)
8,207
$
990
112
267
122
461
924
230
2,184
769
511
259
708
7,537
(291)
7,246
Deferred tax liabilities:
Goodwill and other intangibles . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . .
Property and equipment
(12,926)
(5,123)
(11,082)
(1,428)
Total gross deferred tax liabilities . . . . . . . . . . . . . . .
(18,049)
(12,510)
Net deferred tax liability . . . . . . . . . . . . . . . . . . . . . . .
$ (9,842)
$ (5,264)
Current net deferred tax assets . . . . . . . . . . . . . . . . . . . . . .
Noncurrent deferred tax liability . . . . . . . . . . . . . . . . . . . .
$ 6,382
(16,224)
$ 5,250
(10,514)
Net deferred tax liability . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ (9,842)
$ (5,264)
We have state net operating loss carryforwards aggregating $957 at December 31, 2013 representing state
tax benefits, net of federal taxes, of approximately $622. These loss carryforwards are subject to between five,
fifteen, and twenty-year carryforward periods, with $6 expiring after 2016, $3 expiring after 2017 and $948
expiring beyond 2018. We have provided valuation allowances of $249 and $291 at December 31, 2013 and
2012 respectively, against the state tax loss carryforwards, representing the portion of carryforward losses that
we believe are not likely to be realized. The net change in the valuation allowance totaled $42, $237, and $145 in
2013, 2012, and 2011, respectively. The change in the valuation allowance represents a reduction related to the
utilization and expiration of state net operating loss carryforwards.
A reconciliation of our 2013, 2012, and 2011 income tax provision to total income taxes at the statutory
federal tax rate is as follows:
Federal income taxes, at statutory tax rate . . . . . . . . . . . . .
State income taxes, net of federal benefit
. . . . . . . . . . . . .
Nondeductible expenses . . . . . . . . . . . . . . . . . . . . . . . . . . .
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other—net
$20,736
2,467
420
(58)
$19,077
2,232
277
(150)
$16,601
2,573
8
(538)
Tax provision . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$23,565
$21,436
$18,644
2013
2012
2011
F-19
We file one consolidated United States Federal income tax return that includes all of our subsidiaries as well
as several consolidated, combined, and separate company returns in many U.S. state tax jurisdictions. The tax
years 2009-2012 remain open to examination by the major state taxing jurisdictions in which we file. The tax
years 2010-2012 remain open to examination by the Internal Revenue Service.
A reconciliation of unrecognized tax benefits for 2013, 2012, and 2011, is as follows:
Balance at January 1,
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Lapses of applicable statute of limitations . . . . . . . . . . . . . . . .
$1,084
(76)
$1,535
(451)
$1,791
(256)
Balance at December 31,
. . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$1,008
$1,084
$1,535
2013
2012
2011
We recognize interest and penalties related to unrecognized income tax benefits as a component of income
tax expense, and the corresponding accrual is included as a component of our liability for unrecognized income
tax benefits. During the years ended December 31, 2013, 2012, and 2011, we recognized interest and penalties
totaling $81, $93, and $120, respectively. At December 31, 2013 and 2012, accrued interest aggregated $967 and
$944, respectively, and accrued penalties aggregated $254 and $273, respectively. As of December 31, 2013 and
2012, all unrecognized tax benefits and the related interest and penalties, if recognized, would favorably affect
our effective tax rate.
We do not anticipate that total unrecognized tax benefits will change significantly due to the settlement of
audits, expiration of statutes of limitations, or other reasons in the next twelve months.
12. EMPLOYEE BENEFIT PLAN
We have a contributory profit-sharing and employee savings plan covering all qualified employees. No
contributions to the profit-sharing element of the plan were made by us in 2013, 2012, or 2011. We made
matching contributions to the employee savings element of such plan of $1,768, $1,568, and $1,288 in 2013,
2012, and 2011, respectively.
13. COMMITMENTS AND CONTINGENCIES
Operating Leases
We lease an office facility adjacent to our corporate headquarters from an entity controlled by our principal
stockholders. This operating lease commenced in August 2008 and has a ten-year term with the option to renew
for two additional two-year terms. We also lease several other buildings from our principal stockholders on a
month-to-month basis. We believe that the above operating lease transactions were consummated on terms
comparable to terms we could have obtained with unrelated third parties.
In addition, we lease office, distribution facilities, and equipment from unrelated parties with remaining
terms of one to five years.
Future aggregate minimum annual lease payments under these leases at December 31, 2013 are as follows:
Year Ending December 31
Related Parties
Others
Total
2014 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2015 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2016 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2017 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2018 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
2019 and thereafter . . . . . . . . . . . . . . . . . . . . . . . . .
$
235
235
235
235
137
—
$
2,270
1,898
553
318
32
—
$
2,505
2,133
788
553
169
—
Total rent expense aggregated $3,282, $3,318, and $3,104 for the years ended December 31, 2013, 2012,
and 2011, respectively, under the terms of the operating leases described above. Such amounts included $372,
$464, and $524 in 2013, 2012, and 2011, respectively, paid to related parties.
F-20
Sports Marketing Agreements
We have entered into a sponsorship agreement with the Boston Red Sox that extends through 2014. This
agreement grants us various marketing rights and seating arrangements, and has a future minimum payment of
$105. Total sports marketing expense payments aggregated $408, $522, and $935 for the years ended
December 31, 2013, 2012, and 2011, respectively.
Contingencies
We are subject to various legal proceedings and claims, including patent infringement claims, which have
arisen during the ordinary course of business. In the opinion of management, the outcome of such matters is not
expected to have a material effect on our financial position, results of operations, and cash flows.
We have received direct claims of infringement of patents owned by third parties. Many of these underlying
claims have not yet been resolved, and the extent, if any, of the Company’s indemnification obligations have not
been determined. Certain of these matters include speculative claims for substantial or indeterminate amounts of
damages. In addition, some of the patents at issue are the subject of pending legal proceedings between the patent
owners and one or more leading digital commerce companies, and the outcome of those proceedings could affect
the extent to which the patent owners seek to prosecute claims against us or our customers. Our business could be
materially adversely affected by any significant disputes between us and our customers as to intellectual property
litigation to which we may become a party. Adverse results in these matters may include awards of substantial
monetary damages, costly licensing agreements, or orders preventing us from offering certain features,
functionalities, products, or services, and may also cause us to change our business practices, and require
development of non-infringing products or technologies, which could result in a loss of revenues and otherwise
harm our business. As of December 31, 2013, the Company has not made an accrual related to these matters.
We record a liability when it believes that a loss is both probable and reasonably estimable. On a quarterly
basis, we review each of these legal proceedings to determine whether it is probable, reasonably possible or
remote that a liability has been incurred and, if it is at least reasonably possible, whether a range of loss can be
reasonably estimated. Significant judgment is required to determine both the likelihood of there being a loss and
the estimated amount of such loss. Until the final resolution of such matters, there may be an exposure to loss in
excess of the amount recorded, and such amounts could be material. We expense legal fees in the period in which
they are incurred.
We are subject to audits by states on sales and income taxes, unclaimed property, employment matters, and
other assessments. A comprehensive multi-state unclaimed property audit continues to be in progress, and total
accruals for unclaimed property aggregated $1,792 and $2,418 at December 31, 2013 and 2012, respectively.
While management believes that known and estimated unclaimed property liabilities have been adequately
provided for, it is too early to determine the ultimate outcome of such audits, as formal assessments have not
been finalized. Additional liabilities for this or other audits could be assessed, and such outcomes could have a
material negative impact on our financial position, results of operations, and cash flows.
14. OTHER RELATED-PARTY TRANSACTIONS
As described in Notes 9 and 13, we leased certain facilities from related parties. Other related-party
transactions include the transactions summarized below. Related parties consist primarily of affiliated companies
related to us through common ownership.
Revenue:
Sales of services to affiliated companies . . . . . . . . . . . . . . . . . . . . . .
$115
$100
$94
2013
2012
2011
F-21
15. SEGMENT AND RELATED DISCLOSURES
The internal reporting structure used by our chief operating decision maker (“CODM”) to assess
performance and allocate resources determines the basis for our reportable operating segments. Our CODM is
our Chairman of the Board of Directors, and she evaluates operations and allocates resources based on a measure
of operating income.
Our operations are organized under three reporting segments—the SMB segment, which serves primarily
small- and medium-sized businesses; the Large Account segment, which serves primarily medium-to-large
corporations; and the Public Sector segment, which serves primarily federal, state, and local government and
educational institutions. In addition, the Headquarters/Other group provides services in areas such as finance,
human resources, information technology, marketing, and product management. Most of the operating costs
associated with the Headquarters/Other group functions are charged to the operating segments based on their
estimated usage of the underlying functions. We report these charges to the operating segments as “Allocations.”
Certain headquarters costs relating to executive oversight and other fiduciary functions that are not allocated to
the operating segments are included under the heading of Headquarters/Other in the tables below.
Net sales presented below exclude inter-segment product revenues. Segment information applicable to our
reportable operating segments for the years ended December 31, 2013, 2012, and 2011 is shown below:
Years ended December 31,
2013
2012
2011
Net sales:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . .
$ 952,785
793,686
475,167
$ 902,642
773,352
482,879
$ 922,439
711,177
469,679
Total net sales . . . . . . . . . . . . . . . . . . . . . . .
$2,221,638
$2,158,873
$2,103,295
Operating income (loss):
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Headquarters/Other . . . . . . . . . . . . . . . . . . . . . . .
Total operating income . . . . . . . . . . . . . . . .
Interest expense . . . . . . . . . . . . . . . . . . . . . . . . . .
Other, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
31,635
31,667
3,415
(7,321)
59,396
(149)
—
31,730
32,764
8,316
(18,178)
54,632
(166)
41
26,725
28,644
4,886
(12,644)
47,611
(369)
189
Income before taxes . . . . . . . . . . . . . . . . . .
$
59,247
$
54,507
$
47,431
Selected operating expense:
Depreciation and amortization:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Headquarters/Other . . . . . . . . . . . . . . . . . . . . . . .
Total depreciation and amortization . . . . . .
Special charges (Headquarters/Other) . . . . . . . . .
Total assets:
SMB . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Large Account . . . . . . . . . . . . . . . . . . . . . . . . . . .
Public Sector . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Headquarters/Other . . . . . . . . . . . . . . . . . . . . . . .
5
2,079
174
4,831
7,089
—
$
$
9
2,156
165
4,565
6,895
1,135
$
$
26
1,377
170
4,378
5,951
—
$
$
$ 165,620
243,940
57,961
33,423
$ 146,633
221,171
63,210
37,309
Total assets . . . . . . . . . . . . . . . . . . . . . . . . .
$ 500,944
$ 468,323
F-22
The assets of our operating segments presented above consist primarily of accounts receivable,
intercompany receivable, goodwill, and other intangibles. Goodwill of $51,276 is held by our Large Account
segment for the years ended December 31, 2013 and 2012. Assets reported under the Headquarters/Other group
are managed by corporate headquarters, including cash, inventory, and property and equipment. Total assets for
the Headquarters/Other group are presented net of intercompany balances eliminations of $30,481 and $32,955
for the years ended December 31, 2013 and 2012, respectively. Our capital expenditures consist largely of IT
hardware and software purchased to maintain or upgrade our management information systems. These systems
serve all of our subsidiaries, to varying degrees, and as a result, our CODM does not evaluate capital
expenditures on a segment basis.
Substantially, all of our sales in 2013, 2012, and 2011 were made to customers located in the United States.
Shipments to customers located in foreign countries were not more than 1% in 2013, 2012, and 2011. All of our
assets at December 31, 2013 and 2012 were located in the United States. Our primary target customers are
SMBs, federal, state, and local government agencies, educational institutions, and medium-to-large corporate
accounts. No single customer accounted for more than 2% of total net sales in 2013, 2012, or 2011. While no
single agency of the federal government comprised more than 2% of total sales, aggregate sales to the federal
government were 6.4% in 2013 and 8.4% in 2012 and 2011.
16. QUARTERLY FINANCIAL RESULTS (UNAUDITED)
The following table sets forth certain unaudited quarterly data of the Company for each of the calendar
quarters in 2013 and 2012. This information has been prepared on the same basis as the annual financial
statements, and all necessary adjustments, consisting only of normal recurring adjustments, have been included
in the amounts stated below to present fairly the selected quarterly information when read in conjunction with the
annual financial statements and the notes thereto included elsewhere in this document. The quarterly operating
results are not necessarily indicative of future results of operations.
Quarters Ended
March 31,
2013
June 30,
2013
September 30,
2013
December 31,
2013
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $505,423 $557,287
483,371
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
438,585
$580,356
503,803
$578,572
502,879
Gross profit
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative expenses . . . . . . .
Income from operations . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income before taxes . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . .
66,838
56,713
10,125
(53)
3
10,075
(3,977)
73,916
58,533
15,383
(46)
—
15,337
(6,183)
76,553
59,043
17,510
(39)
—
17,471
(6,882)
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
6,098 $
9,154
$ 10,589
Earnings per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
0.23 $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
0.23 $
0.35
0.35
$
$
0.40
0.40
75,693
59,315
16,378
(11)
(3)
16,364
(6,523)
9,841
0.38
0.37
$
$
$
Weighted average common shares outstanding:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
25,998
26,127
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,272
26,379
26,169
26,399
26,181
26,453
F-23
Quarters Ended
March 31,
2012
June 30,
2012
September 30,
2012
December 31,
2012
Net sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $498,763 $542,569
470,998
Cost of sales . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
432,152
$561,294
489,088
$556,247
484,546
Gross profit
. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Selling, general and administrative expenses . . . . . . .
Special charges . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income from operations . . . . . . . . . . . . . . . . . . . . . . . .
Interest expense . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Other, net . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
66,611
56,450
1,135
9,026
—
46
Income before taxes . . . . . . . . . . . . . . . . . . . . . . . . . . .
Income tax provision . . . . . . . . . . . . . . . . . . . . . . . . . .
9,072
(3,597)
71,571
56,903
—
14,668
(64)
(29)
14,575
(5,749)
Net income . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
5,475 $
8,826
Earnings per common share:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
0.21 $
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . $
0.21 $
0.33
0.33
72,206
55,906
—
16,300
(69)
6
16,237
(6,336)
9,901
0.37
0.37
$
$
$
71,701
57,063
—
14,638
(33)
18
14,623
(5,754)
8,869
0.34
0.33
$
$
$
Weighted average common shares outstanding:
Basic . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,439
26,403
Diluted . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
26,586
26,519
26,470
26,660
26,413
26,598
F-24
PC CONNECTION, INC. AND SUBSIDIARIES
SCHEDULE II—VALUATION AND QUALIFYING ACCOUNTS
(amounts in thousands)
Balance at
Beginning
of Period
Charged to
Costs and
Expenses
Deductions/
Write-Offs
Balance at
End of
Period
Description
Allowance for Sales Returns
Year Ended December 31, 2011 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year Ended December 31, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year Ended December 31, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Allowance for Doubtful Accounts
Year Ended December 31, 2011 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year Ended December 31, 2012 . . . . . . . . . . . . . . . . . . . . . . . . . . .
Year Ended December 31, 2013 . . . . . . . . . . . . . . . . . . . . . . . . . . .
3,244
2,432
2,415
2,841
3,294
2,514
32,969
31,316
31,843
(33,781)
(31,333)
(31,198)
2,768
1,561
1,078
(2,315)
(2,341)
(1,327)
2,432
2,415
3,060
3,294
2,514
2,265
Exhibit 31.1
I, Timothy McGrath, certify that:
CERTIFICATIONS
1.
I have reviewed this Annual Report on Form 10-K of PC Connection, 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: March 10, 2014
/S/ TIMOTHY MCGRATH
Timothy McGrath
President and Chief Executive Officer
Exhibit 31.2
I, Joseph Driscoll, certify that:
CERTIFICATIONS
1.
I have reviewed this Annual Report on Form 10-K of PC Connection, 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: March 10, 2014
/S/ JOSEPH DRISCOLL
Joseph Driscoll
Senior Vice President, Treasurer and Chief Financial Officer
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 on Form 10-K of PC Connection, Inc. (the “Company”) for the year
ended December 31, 2013 as filed with the Securities and Exchange Commission on the date hereof (the
“Report”), the undersigned, Timothy McGrath, President and Chief Executive Officer of the Company, hereby
certifies, pursuant to 18 U.S.C. Section 1350, that to the best of his 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.
Date: March 10, 2014
/S/ TIMOTHY MCGRATH
Timothy McGrath
President and Chief Executive Officer
CERTIFICATION PURSUANT TO 18 U.S.C. SECTION 1350,
AS ADOPTED PURSUANT TO
SECTION 906 OF THE SARBANES-OXLEY ACT OF 2002
Exhibit 32.2
In connection with the annual report on Form 10-K of PC Connection, Inc. (the “Company”) for the year
ended December 31, 2013 as filed with the Securities and Exchange Commission on the date hereof (the
“Report”), the undersigned, Joseph Driscoll, Senior Vice President, Treasurer, and Chief Financial Officer of the
Company, hereby certifies, pursuant to 18 U.S.C. Section 1350, that to the best of his 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.
Date: March 10, 2014
/S/ JOSEPH DRISCOLL
Joseph Driscoll
Senior Vice President, Treasurer and Chief Financial Officer
Board of Directors
Patricia Gallup
Chairman
Joseph Baute
Vice Chairman
Audit and Compensation Committees
David Beffa-Negrini
Director
Barbara Duckett
Director
Audit and Compensation Committees
David Hall
Director
Donald Weatherson
Director
Audit and Compensation Committees
Total Revenue
Operating Income
▲ 2.9%
2
2
2
2
$
,
9
5
1
2
$
,
3
0
1
2
$
,
4
7
9
1
$
,
0
7
5
1
$
,
▲ 8.7%
Net Income
▲ 7.9%
Earnings Per Share
▲ 8.9%
6
9
3
9
5
$
,
2
3
6
4
5
$
,
2
8
6
5
3
$
,
1
7
0
3
3
$
,
7
0
1.
$
5
8
0
$
.
7
8
7
8
2
,
1 $
6
9
2
2
$
,
1
1
6
7,
4
7 $
6
6
8
3
$
,
5
3
1.
4 $
2
1.
$
)
4
8
6
(
$
)
2
2
2
1
(
$
,
)
5
0
0
(
$
.
2009 10 11 12 13
2009 10 11 12 13
2009 10 11 12 13
2009 10 11 12 13
in Millions
in Thousands
in Thousands
Named Executive Officers
Shareholder Information
Timothy McGrath
President and
Chief Executive Officer
Patricia Gallup
Chief Administrative Officer
Joseph Driscoll
Senior Vice President,
Treasurer and Chief Financial Officer
Annual Meeting
The annual meeting of shareholders
will be held at 10:00 a.m. on
Wednesday, May 21, 2014.
Crowne Plaza
2 Somerset Parkway
Nashua, NH 03063
Transfer Agent
American Stock Transfer & Trust Co.
6201 15th Avenue
Brooklyn, NY 11219
(800) 937-5449
The Investor Relations Department is responsible for shareholder communications and
welcomes shareholder inquiries about PC Connection, either by telephone or in writing.
The Annual Report filings with the U.S. Securities and Exchange Commission as well as
general information can be obtained upon written request to the address below or by
visiting the PC Connection website at www.pcconnection.com:
Investor Relations
PC Connection, Inc.
730 Milford Road
Merrimack, NH 03054-4631
(603) 683-2322
In the early 1980s, the PC Connection raccoon mascot made his (official)
debut in PC magazines everywhere. The raccoon symbolized adaptability,
innovativeness, and tenacity—traits that underlie PC Connection’s remarkable
success. Today, PC Connection is one of the nation’s largest and most respected
providers of a full range of information technology solutions to business,
government, healthcare, and education markets.
©2014 PC Connection, Inc. All rights reserved. PC Connection, GovConnection,
MacConnection, MoreDirect, and the raccoon characters are registered trademarks
of PC Connection, Inc. or its subsidiaries.
This Annual Report contains forward-looking statements as that term is defined in the Private Securities Litigation Reform Act
of 1995. When used in this Annual Report, the words “should,” “will,” “expects,” “anticipates,” “believe,” “predict,” and similar
expressions are intended to identify such forward-looking statements. Such forward-looking statements are subject to risks and
uncertainties, which could cause actual results to differ materially from those anticipated. Such risks and uncertainties include, but
are not limited to, the Company’s future capital needs and resources, fluctuations in customer demand, intensity of competition
from other vendors, timing and acceptance of new product introductions, delays or difficulties in programs designed to increase
sales and profitability, general economic and industry conditions, and other risks set forth in the Company’s filings with the
Securities and Exchange Commission, and the information set forth herein should be read in light of such risks. In addition, any
forward-looking statements represent the Company’s estimates only as of the date of this Annual Report and should not be relied
upon as representing the Company’s estimates as of any subsequent date. While the Company may elect to update forward-looking
statements at some point in the future, the Company specifically disclaims any obligation to do so, even if its estimates change.
CORPORATE OFFICES
PC Connection, Inc.
Corporate Headquarters
730 Milford Road
Merrimack, NH 03054-4631
PC Connection Sales Corporation
730 Milford Road
Merrimack, NH 03054-4631
GovConnection, Inc.
7503 Standish Place
Rockville, MD 20855
MoreDirect, Inc.
Suite 200
1001 Yamato Road
Boca Raton, FL 33431