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SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-K
[ X ] ANNUAL REPORT PURSUANT TO SECTION 13 OR 15 (d)
OF THE SECURITIES EXCHANGE ACT OF 1934
For the fiscal year ended SEPTEMBER 30, 1995
[ ] TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES
EXCHANGE ACT OF 1934
For the transition period from ______ to ______
Commission file No. 0-15338
SEATTLE FILMWORKS, INC.
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(Exact name of registrant as specified in its charter)
Washington 91-0964899
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(State or other jurisdiction of (I.R.S. Employer Identification No.)
incorporation or organization)
1260 16th Avenue West, Seattle, WA 98119
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(Address of principal executive offices) (Zip Code)
Registrant's telephone number, including area code: (206) 281-1390
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Securities registered pursuant to Section 12(b) of the Act: None
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Securities registered pursuant to Section 12(g) of the Act: Common Stock, par
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value $.01 per share.
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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 the
filing requirements for the past 90 days. Yes: [ X ] 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. [ ]
As of November 30, 1995, there were issued and outstanding 7,153,978 shares
of Common Stock, par value $.01 per share. The aggregate market value of Common
Stock held by nonaffiliates as of November 30, 1995 was $101,024,175, based on
the last sale price of such stock as reported by the NASDAQ National Market
System.
Documents incorporated by reference:
Portions of the registrant's proxy statement relating to its 1995 annual
meeting of shareholders, to be held on February 13, 1996, are incorporated by
reference into Part III of this Annual Report on Form 10-K.
Page 1 of 80
Exhibit Index at Page 34
PART I
ITEM 1 - BUSINESS
Description of Business
The principal business of Seattle FilmWorks, Inc. (the "Company") is the
marketing of 35mm film, photofinishing services and related products on a
direct-to-consumer mail order basis under the brand name Seattle FilmWorks and
several other lesser known brand names. The Company offers its customers the
options of having their photographs delivered as slides or prints or as digital
images delivered either over the Internet using the Company's PhotoMail(TM)
software, or on floppy diskettes under the Pictures On Disk(TM) brand name. To
permit viewing of digital images on personal computers, the Company provides
various versions of software under the titles PhotoWorks(TM) and PhotoWorks
Plus(TM). The Company also provides services, products, and photofinishing
supplies on a wholesale basis to a variety of other companies who offer these
services and products to their customers at their own retail locations under
their own brand names. The Company also provides a variety of reprint and
enlargement services to its mail order and wholesale photofinishing customers.
To support its direct-to-consumer business, the Company has developed
comprehensive computerized models and support systems for designing,
implementing, and analyzing direct response marketing programs.
Demand for the Company's photofinishing services, which represent the
largest portion of the Company's business, is highly seasonal, with the highest
volume of photofinishing activity occurring during the summer months. This,
coupled with relatively higher expenditures on marketing programs prior to the
summer months, causes considerable seasonal variation in both revenues, earnings
and cash flows.
The Company was incorporated in Washington State in June 1976. The
executive offices of the Company are located at 1260 Sixteenth Avenue West,
Seattle, Washington 98119, and the Company's telephone number is (206) 281-1390.
Direct Marketing Overview
The Company's key direct marketing strategy is to develop and offer to its
customers innovative products and services which have been differentiated from
those of its competitors. After identifying specific market niches of
customers, the Company tailors its products and services to meet the specific
needs of those targeted customers. This approach allows the Company to offer
potential customers products and services which are unavailable elsewhere or
only offered by relatively few competitors.
Direct marketing by mail, print media, television, radio, telephone or
other means is used to sell a wide variety of goods and services to targeted
groups of consumers and businesses, bypassing the traditional distribution
channel of retail outlets. Leading users of direct marketing include mail order
houses and catalog mailers, magazine publishers, insurance companies, book and
record clubs, financial institutions, and credit card companies. The Company
believes the growth in the use of direct marketing is generally attributable to
social and economic changes and to the relative cost-effectiveness of direct
marketing techniques. Several factors have enhanced consumer responsiveness to
direct marketing as a purchasing medium, including growth in the number of
people in the most active segment of the purchasing population, growth in the
number of two-career families that have more disposable income with less time to
shop, and increased availability and use of credit cards.
2
Direct marketing, unlike general advertising, uses coded advertisements to
monitor consumer response and to provide measurable results for a specific
advertising program. This allows for the targeting of an advertising effort to
specific market segments through selected media. Furthermore, direct marketing
enables the advertiser to identify the optimum sales offer for a specific
product in a specific market. The application of computer technology has
enhanced the productivity of direct marketing by enabling direct marketing firms
to maintain and analyze extensive data, and to segment markets using geographic,
demographic, and psychographic information about potential customers. With this
technology and an appropriate data base, marketing programs can be targeted to
selected groups with common characteristics, rather than to an undifferentiated
mass audience, an important factor in direct marketing. The Company has
developed a broad range of computerized marketing systems which it has applied
to the marketing of its products and services.
Photofinishing Services and Related Products
The Company primarily sells 35mm film and photofinishing services through
direct-to-consumer mail order operations under the brand name, Seattle
FilmWorks(R). The Company can process virtually all conventional 35mm color
negative films, including those manufactured by Eastman Kodak Company, Fuji
Photo Film Company, Konica U.S.A., Agfa Corporation and other major film
producers. The Company also has the capability to produce slides or prints or
both from the same roll of film using proprietary processes. The Company
believes the primary reasons consumers use its film and photofinishing services
include the Company's attractive introductory film offer, the availability of
unique products and services such as prints, slides or digitized images from the
same roll of 35mm color negative film, the convenience of mail order
photofinishing, its strong commitment to customer service, and the quality of
its photofinishing services. The Company believes its pricing, which includes a
replacement roll of film, is competitive within the industry.
The Company's past growth in its photofinishing operation has been achieved
primarily through its direct marketing programs, including its customer
acquisition technique of offering two rolls of film for a charge of $2.00 or
less (the "Introductory Offer"). The Introductory Offer is widely advertised in
package inserts, newspaper supplements, magazines, and through various other
direct response media. Respondents to the Introductory Offer receive two rolls
of 35mm film and postage paid mailers for returning the film to the Company for
processing. The response rate to the Introductory Offer has been relatively
stable over the last three years. The conversion rate, which reflects the
anticipated volume of business provided by each new customer, declined in fiscal
1995 compared to fiscal 1994 after declining in fiscal 1994 compared to fiscal
1993. The Company believes the financial impact of the declines in conversion
rates has been offset by decreases in the customer acquisition costs per new
customer. See "Management's Discussion and Analysis of Financial Condition and
Results of Operations" under Item 7 below.
The Company believes that customer satisfaction is important to the success
of its business. Direct marketing typically involves contacts with a high
volume of customers. Seattle FilmWorks has a 100% customer satisfaction
guaranteed policy under which it will provide a full refund if the customer's
complaint cannot otherwise be resolved.
The Company processes various types of 35mm film including Eastman 35mm
motion picture film manufactured by Eastman Kodak Company for professional
motion picture studios and adapted by Seattle FilmWorks for 35mm still cameras.
The Company has modified conventional printing equipment to accommodate 35mm
motion picture film and has determined the unique color control parameters
necessary to produce high quality prints from Eastman motion picture film and
alternate 35mm films. Certain processing techniques used by the Company provide
greater latitude to correct exposure errors common to amateur photography.
3
In fiscal 1994, the Company introduced PhotoWorks(TM), a computer software
product which enables its photofinishing customers to view their photos on a
personal computer. This product which is available in DOS, Windows, and
Macintosh compatible versions, enables users to create slide shows and organize
their library of photos in a digital format. As part of the Company's
photofinishing services, customers can request their photos in a digital format
as well as the traditional prints or slides. The Company's photofinishing in
digital format is called Pictures On Disk(TM). A copy of a limited version of
PhotoWorks(TM) is provided free of charge to all customers who order Pictures On
Disk(TM) processing. An enhanced version of PhotoWorks(TM), sold as PhotoWorks
Plus(TM), which includes image-enhancement capabilities, the ability to import
or export images to other software, a screen saver function and other features,
is available to the Company's photofinishing customers for an extra charge and
is also sold through retail outlets, online services and mail order catalogs. In
October 1995, the Company introduced PhotoMail(TM) service , an electronic
delivery option for customers purchasing Pictures On Disk(TM). PhotoMail(TM) is
offered through the Company's Worldwide Web Internet site at filmworks.com.
During fiscal 1995, 1994 and 1993 the Company incurred research and
development expenses of $458,000, $459,000 and $285,000, respectively, primarily
in connection with development and enhancement of its PhotoWorks(TM) and
Pictures On Disk(TM) products.
The Company also sells a series of Photo Home Study courses authored on
behalf of the Company by professional photographers. These courses each consist
of two 60-minute audio cassette tapes and approximately 95 pages of four-color
text. The Company markets its Photo Home Study courses through direct marketing
channels. The Company pays royalties to the authors of its Photo Home Study
courses in amounts that vary with the number of units sold, up to a maximum of
5% of net paid sales.
The Company also sells 35mm rolled film, single use cameras, and
photofinishing supplies on a wholesale basis to mini photofinishing labs, retail
camera stores and commercial users of photographic film. These products are
packaged by the Company and marketed under the brand, OptiColor Film &
Photo(TM). Rolled film and single use cameras are also marketed on a private
label basis with the customer specifying their own desired brand name. Although
a small percentage of revenue, the Company also provides photofinishing services
on a wholesale basis.
Photofinishing related services and products as a percentage of net
revenues were 96.3%, 96.6% and 95.4% for fiscal years 1995, 1994 and 1993,
respectively.
Competition
The consumer photofinishing industry is highly competitive, with many of
the competitors having substantially greater financial resources than the
Company. The principal competitive factors in the consumer photofinishing
industry are range of available services, product differentiation, quality of
processing, price, convenience, and speed of service. Most of the larger
photofinishing companies develop film on a wholesale basis for independent
retail outlets and through multiple retail outlets owned by the photofinisher.
The Company principally competes with wholesale/retail based photofinishing
companies, and with other mail order photofinishing firms, some of which also
have the capability to process Eastman motion picture films. Some of these
competitors have introduced products which compete with the Company's Pictures
On Disk(TM) and PhotoWorks products. The wholesale/retail photofinishing
business is dominated by Qualex Inc., Konica Quality Photo and FUJI TruColor
Photo.
4
The photofinishing market in general has grown slowly during the 1990s.
Since the early 1980's there has been a significant change in the market shares
for different methods of photofinishing distribution. Most notably, there has
been an increase in the number of on-site mini photofinishing labs offering
expedited service at a premium price. For example, in 1981, photofinishing by
one-hour labs represented an insignificant share of the market. Recently, Photo
Marketing Association International ("PMAI") estimated that mini-labs constitute
approximately 26% of the current market in terms of revenue dollars. Over the
same time period, PMAI has estimated that mail order film processing declined as
a percentage of the total photofinishing market. The Company believes that its
primary competitive strengths are its ability to differentiate its products and
its direct marketing expertise.
The wholesale distribution market for rolled film and photofinishing
supplies is highly competitive and the Company competes with a number of firms
throughout the United States. Many competing suppliers of these products
manufacture what they sell and, therefore, potentially have lower costs of goods
for these items than the Company. However, relatively few firms have the
capability to produce small production quantities of private label rolled film.
The principal competitive factors in the photo related wholesale distribution
market are price, ability to provide private label products and capability to
deliver small order quantities on short notice.
The Company's Photo Home Study series competes with other series offered by
Time-Life books, AMPHOTO'S Photography Book Club, and The New York Institute of
Photography. The principal competitive factors in the home study course market
are course quality, price, and convenience of use.
Production Operations
The Company's production operations are conducted by a staff which
fluctuates seasonally, from approximately 400 to 450 employees. Currently, the
Company is capable of processing up to approximately 140,000 rolls of film per
week with its current facilities and equipment. The Company has initiated steps
to expand its processing facility to handle the processing of up to 200,000
rolls of film per week with additional equipment and personnel.
The Company packages bulk 35mm film into cassettes for 35mm still cameras.
The cassettes into which bulk 35mm film is spooled are manufactured for the
Company by foreign sources. Although the Company believes that several
alternate sources are available, the prices at which cassettes would be
available from these alternate sources may not be as favorable as those charged
by the Company's current suppliers. Should the Company's current suppliers not
be able to deliver sufficient quantities of cassettes, the Company's business
could be adversely affected. Photographic chemicals and paper used for in-house
photofinishing and resale to commercial customers are available from a number of
different suppliers.
The Company obtains the majority of its conventional bulk 35mm film from
several large manufacturers of photographic film including AGFA Corporation and
3M Inc. The Company obtains its supply of Eastman motion picture film as
surplus from motion picture studios and television production companies. While
the Company does not have future supply contracts for 35mm film with all of its
bulk film suppliers, it believes that alternate sources of both 35mm motion
picture film and conventional films are available.
The Company's computer software diskettes and Photo Home Study cassette
tapes are duplicated by various outside service companies, and all product
related text materials are produced through several printing suppliers. The
Company believes that alternate sources are readily available for all of the
materials related to its computer software products and Photo Home Study courses
at competitive prices.
Sales of the Company's products and services on a direct-to-consumer mail
order basis are largely dependent on the United States Postal Service for
receipt of orders and delivery of processed film or other products. Any
significant changes in the operations or rates of the Postal Service or extended
interruptions in postal deliveries could have an adverse effect on the Company's
operations.
5
Proprietary Rights
The Company markets its products and services under registered and common
law trademarks and service marks including Seattle FilmWorks(R), OptiColor Film
& Photo(TM), Pictures On Disk(TM), PhotoMail(TM), PhotoWorks(TM) and PhotoWorks
Plus(TM). On December 17, 1993 and on July 28, 1994 the Company filed
applications for registration of the mark "PhotoWorks" with the United States
Patent and Trademark Office. The latter application was refused due to the prior
(1990) registration of the mark Photo Works Visual Marketing(R). The Company
subsequently purchased the rights to mark "Photo Works Visual Marketing(R)" and
associated good will from the owner of that mark. Recently the Company learned
of the use of the mark "PhotoWorks" in connection with a product similar to the
Company's PhotoWorks(TM) product by another party which had filed for
registration of that mark in the United States on July 22, 1994. The Company
believes that it has priority over the other user of PhotoWorks based, in part,
upon its purchase of the rights to Photo Works Visual Marketing(R) as well as
the time, scope and extent of the Company's use of PhotoWorks(TM) as compared to
that of the other company; but there can be no assurance that the Company would
prevail if this other user of the mark were to claim that it has superior rights
to PhotoWorks. Although the Company has not been the target of any actual
intellectual property litigation, the software industry generally has been
subject to substantial litigation regarding copyright, trademark and other
intellectual property rights involving software and other products. Any such
claims or litigation, with or without merit, could be costly and a diversion of
management's attention, and an adverse determination in any such claims or
litigation could have an adverse effect on the Company.
The Company considers a large portion of its PhotoWorks(TM) software to be
proprietary and relies on a combination of copyright, trademark and trade secret
laws, employee and third-party nondisclosure agreements and other methods to
protect its proprietary rights. The Company does not have any patents or patent
applications pending with respect to any of its products. The Company also
attempts to protect its proprietary rights in its software by including
contractual restrictions on use and disclosure in its end-user licenses and by
requiring its key employees to execute non-disclosure agreements. The Company's
license agreement for its PhotoWorks(TM) software, which the Company distributes
to its customers without charge, permits replication of the software for non-
commercial use without penalty. The Company's PhotoWorks Plus(TM) product is
shipped in sealed packages on which notices are prominently displayed informing
the end-user that, by breaking the seal of the packaging, the end-user agrees to
be bound by the license agreement contained in the package. The license
agreement includes limitations on the end-user's authorized use of the product,
as well as restrictions on disclosure and transferability. The legal and
practical enforceability and extent of liability for violations of license
agreements that purport to become effective upon opening of a sealed package are
unclear.
The Company seeks to protect the proprietary process it uses to produce
Pictures On Disk(TM) by restricting access to the portion of its premises where
this process occurs and by requiring certain employees to execute non-disclosure
agreements.
Employees
At November 30, 1995, the Company had 478 full-time employees, of whom
approximately 407 were engaged in production operations and 71 in marketing,
general and administrative functions. The Company's employees are not covered
by a collective bargaining agreement, and the Company believes its relations
with its employees are good.
Government Regulation and Other Factors
The Company's direct mail operations are subject to regulation by the
United States Postal Service, the Federal Trade Commission and various state,
local and private consumer protection and other regulatory authorities. In
general, these regulations govern the manner in which orders may be solicited,
the form and content of advertisements, information which must be provided to
prospective customers, the time within which orders must be
6
filled, obligations to customers if orders are not shipped within a specified
period of time and the time within which refunds must be paid if the ordered
merchandise is unavailable or if it is returned. From time to time the Company
has modified its methods of doing business and marketing operations in response
to inquiries and requests from regulatory authorities. To date, such changes
have not had an adverse effect on the Company's business. However, there can be
no assurance that future regulatory requirements or actions will not have an
adverse effect on the Company's marketing programs or operations.
The Company's photofinishing operations involve the use of several
chemicals which are subject to handling and disposal regulations imposed by the
Environmental Protection Agency and various other state and local regulatory
authorities. The Company actively monitors chemical and disposal regulations
and works with regulatory authorities to ensure compliance. The Company does
not anticipate that it will expend material amounts during fiscal 1996 for
additional chemical treatment facilities to handle and dispose of regulated
waste chemicals.
Directors and Executive Officers of the Registrant
Name Age Position
- --------------------------------------------------------------------------------
Gary R. Christophersen 49 President, CEO and Director
Sam Rubinstein 78 Director
Douglas A. Swerland 50 Director
Craig E. Tall 49 Director
Peter H. van Oppen 43 Director
Michael F. Lass 41 Vice President-Operations
Case H. Kuehn 43 Vice President-Finance, CFO and Treasurer
Bruce A. Ericson 46 Vice President-Marketing
All directors are elected annually and hold office until the next annual
meeting of the shareholders of the Company and until their successors are
elected and qualified. Officers serve at the discretion of the Board of
Directors.
Mr. Gary R. Christophersen, the Company's President and Chief Executive
Officer, joined the Company in January 1982 as Vice President-Operations and has
served as a Director of the Company since 1982. In May 1983, Mr. Christophersen
became a Senior Vice President of the Company and General Manager of Seattle
FilmWorks. In August 1988, Mr. Christophersen became the President and Chief
Executive Officer of the Company.
Mr. Sam Rubinstein became a Director of the Company in March 1986. From
June 1985 until May 1988 he was the Chairman of the Board and Chief Executive
Officer of Farwest Fisheries, Inc., a seafood processing and marketing firm.
From 1974 until December 1987, Mr. Rubinstein was the Chairman of the Board and
Chief Executive Officer of Bonanza Stores, Inc., an operator of variety and drug
stores. From February 1984 to January 1986 Mr. Rubinstein was the Chairman of
the Board and Chief Executive Officer of Whitney-Fidalgo Seafoods, Inc., another
seafood processor.
Mr. Douglas A. Swerland became a Director of the Company in October 1988.
Since December 1993, Mr. Swerland has been founder and President of Swerland
Apparel Ventures, Inc., a clothing superstore retailer specializing in designer
clothing. From 1978 to November 1993, Mr. Swerland was the President and a
Director of Jay Jacobs, Inc., which operates a chain of specialty retail apparel
stores in the West with its headquarters located in Seattle, Washington. Mr.
Swerland had been employed with Jay Jacobs, Inc., in various capacities since
1969. Jay Jacobs, Inc. filed a voluntary petition for Chapter 11 bankruptcy
protection in May 1994.
7
Mr. Craig E. Tall became a Director of the Company in October 1988. Since
September, 1990, Mr. Tall has served as an Executive Vice President of
Washington Mutual, Inc. In addition, from April 1987 through the present, Mr.
Tall has served as an Executive Vice President of Washington Mutual Bank.
Mr. Peter H. van Oppen became a Director of the Company in October 1988.
Since February 1995, Mr. van Oppen has been Chairman, President and Chief
Executive Officer of Interpoint Corporation, a manufacturer of proprietary and
custom electronic components and data storage libraries, located in Redmond,
Washington. Mr. van Oppen became Chief Executive Officer in September 1989 and
was President and Chief Operating Officer of Interpoint Corporation, from March
1987 until September 1989. From 1985 until March 1987, Mr. van Oppen served as
Executive Vice President for Finance and Operations of Interpoint Corporation.
Mr. van Oppen has been a Director of Interpoint Corporation since 1984.
Mr. Michael F. Lass has been Vice President-Operations since August 1988.
Mr. Lass joined the Company in 1984 as Manager of Operations. From 1982 to
1984, Mr. Lass was Vice President and General Manager of Breezin Sportswear.
From 1980 to 1982, Mr. Lass was General Manager and a Director of Mountain
Safety Research, Inc., a manufacturer of outdoor recreational products.
Mr. Case H. Kuehn, Vice President-Finance and Treasurer, joined the Company
in February 1995. From April 1994 to February 1995, Mr. Kuehn was Chief
Financial Officer of Shoe Inn, Inc., doing business as Shoe Pavilion. From
January 1992 to March 1994, Mr. Kuehn was General Manager of Pro Mark
Technologies, Inc., a manufacturer of computer/video-based inspection equipment.
From March 1990 to January 1992, Mr. Kuehn was Vice President, commercial
lending, at First National Bank of Chicago. From November 1985 to February
1990, Mr. Kuehn performed business valuation consulting with Price Waterhouse.
Mr. Bruce A. Ericson has been Vice President-Marketing since November 1989.
Mr. Ericson joined the Company in May 1984 as Director of Publishing. From
January 1988 until October 1989, Mr. Ericson served the Company as Director of
Marketing.
ITEM 2 - PROPERTIES
The Company's headquarters are currently situated in a 48,000 square foot
building located in Seattle, Washington. This facility also currently houses
the Company's photofinishing and mail order operations. This building is
occupied under a lease which expires in September 2000. Monthly base rent under
this lease is currently $20,123.
The Company also occupies a 22,000 square foot building utilized as a
warehouse storage facility for excess inventory and photofinishing supplies.
This building, located in Seattle, Washington, is occupied under a lease which
expires in February 1996. Currently, the monthly base rent for the warehouse
building is $7,472.
The Company has signed a lease agreement for 70,000 square feet of
warehouse space in Seattle, Washington. This lease has a term of three years
commencing February 1, 1996 with options to extend the lease for two additional
one year periods to January 31, 2001. This building will be primarily utilized
as a warehouse storage facility, and will also contain film rolling and
marketing mailing operations. The monthly base rent for this building is
$18,200 throughout the first three years of the lease.
The Company believes that its corporate headquarters and warehouse
facilities will be adequate to support existing and anticipated levels of
business for at least the next 12 months.
8
ITEM 3 - LEGAL PROCEEDINGS
None.
ITEM 4 - SUBMISSION OF MATTERS TO A VOTE OF SECURITY HOLDERS
No matters were submitted to a vote of shareholders during the fourth
quarter of the Company's fiscal year.
9
PART II
ITEM 5 - MARKET PRICES AND DIVIDENDS ON COMMON STOCK
Period High Sale Price* Low Sale Price*
- --------------------------------------------------------------------------------
October 1 - December 31, 1993 $ 6.67 $ 5.75
January 1 - March 31, 1994 $11.42 $ 6.00
April 1 - June 30, 1994 $10.50 $ 8.17
July 1 - September 30, 1994 $13.33 $ 8.67
October 1 - December 31, 1994 $12.83 $ 9.83
January 1 - March 31, 1995 $15.38 $10.92
April 1- June 30, 1995 $17.75 $13.75
July 1 - September 30, 1995 $23.75 $17.00
October 1 - November 30, 1995 $23.75 $18.75
* All prices have been retroactively adjusted to reflect a three for two stock
split distributed February 26, 1993, a two for one stock split distributed March
16, 1994, and a three for two stock split distributed March 15, 1995.
At November 30, 1995, the Common Stock of the Company was held by an
estimated 5,400 shareholders with approximately 360 holders of record.
The Company has not paid cash dividends to date and does not anticipate
that it will pay any cash dividends in the foreseeable future. The Company is
restricted under the covenants of a bank loan agreement from declaring any
dividends on shares of its capital stock without the bank's prior consent.
ITEM 6 - SELECTED FINANCIAL DATA
The selected financial data set forth below with respect to the Company's
statements of income for the years ended September 30, 1995, September 24, 1994
and September 25, 1993 and the Company's balance sheets at September 30, 1995
and September 24, 1994 are derived from the audited financial statements
included elsewhere in this report and should be read in conjunction with those
financial statements and their related footnotes. The selected income statement
data for the years ended September 26, 1992 and September 28, 1991 and selected
balance sheet data at September 25, 1993, September 26, 1992 and September 28,
1991 are derived from audited financial statements which are not included in
this report.
10
SEATTLE FILMWORKS, INC.
SELECTED FINANCIAL DATA
(In thousands, except share information)
Fiscal Years
1995 1994 1993 1992 1991
====================================================================================================================================
Income Statement Data:
- ----------------------
Net revenues $62,185 $49,753 $42,728 $38,442 $36,645
Gross profit 24,057 18,907 17,269 15,694 15,083
Operating expenses 15,729 12,709 12,284 11,660 11,666
Net income $ 5,682 $ 4,438 $ 3,570 $ 2,905 $ 2,373
======= ======= ======= ======= =======
Income as a percent of revenues 9.1% 8.9% 8.4% 7.6% 6.5%
Earnings per share* $ .73 $ .54 $ .43 $ .35 $ .29
======= ======= ======= ======= =======
Weighted average shares*
outstanding 7,821,174 8,263,118 8,238,771 8,177,364 8,120,529
========= ========= ========= ========= =========
Balance Sheet Data:
- -------------------
Working capital $ 8,491 $ 3,874 ** $ 7,410 $ 4,343 $ 1,947
Capitalized customer acquisition
expenditures 7,356 4,458 3,832 3,349 3,283
Total assets 28,244 18,835 ** 19,632 15,538 11,474
Long-term obligations 0 0 0 0 0
Shareholders' equity $17,932 $11,347 ** $13,376 $ 9,553 $ 6,541
======= ======= ======= ======= =======
See notes to financial statements.
* All earnings per share data reflects a three for two stock split distributed
February 26, 1993, a two for one stock split distributed March 16, 1994, and a
three for two stock split distributed March 15, 1995.
** Reflects the impact of repurchasing 500,000 shares of common stock for
$6,643,000 during the fourth quarter of fiscal 1994.
11
ITEM 7 - MANAGEMENT'S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS
OF OPERATIONS
Results of Operations
The following table presents information from the Company's statements of
income, expressed as a percentage of net revenues for the periods indicated.
Fiscal Years Ended
September 30, September 24, September 25,
1995 1994 1993
====================================================================================================================================
Net revenues 100.0% 100.0% 100.0%
Cost of goods and services 61.3 62.0 59.6
----- ----- -----
GROSS PROFIT 38.7 38.0 40.4
Operating expenses:
Customer acquisition costs 13.8 13.1 16.6
Other selling expenses 6.5 6.9 6.7
Research and development 0.7 0.9 0.7
General and administrative 4.3 4.6 4.7
----- ----- -----
Total operating expenses 25.3 25.5 28.7
----- ----- -----
INCOME FROM OPERATIONS 13.4 12.5 11.7
Total other income 0.4 0.3 0.7
----- ----- -----
INCOME BEFORE INCOME TAXES 13.8 12.8 12.4
Provision for income taxes (Note F) 4.7 3.9 4.0
----- ----- -----
NET INCOME 9.1% 8.9% 8.4%
===== ===== =====
The Company's net revenue increased 25.0% from $49,753,000 in fiscal 1994
to $62,185,000 in fiscal 1995. Net revenues in fiscal 1994 increased 16.4% to
$49,753,000 from $42,728,000 in fiscal 1993. The increases were primarily due to
expanded investment in customer acquisition and other selling activities during
fiscal 1993, 1994 and 1995 which increased the number of new customers and
photofinishing orders processed in fiscal 1994 and 1995. In addition, increased
distribution of rolled film and photo related products on a wholesale basis
during fiscal 1994 and 1995, including sales generated as a result of the
acquisition of selected assets of Private Label Film in 1994, favorably affected
net revenues. The Company also believes that its core photofinishing business
benefited from the Company's entry into the home computer market with its
PhotoWorks(TM) and Pictures On Disk(TM) products, which were first introduced in
January 1994. The increased revenues in fiscal 1995 were also favorably affected
by an additional one week reporting period in the 1995 fiscal year as compared
to the 1994 and 1993 fiscal years.
12
The Company has experienced an increase in revenues from its photofinishing
operations in each year since inception except for fiscal 1988. The Company
believes this growth is attributable principally to its direct marketing
programs, including its customer acquisition technique of offering two rolls of
film for a charge of $2.00 or less (the "Introductory Offer"). The Introductory
Offer has been nationally advertised in package inserts, newspaper supplements,
magazines and through various other direct response media. Recipients of the
Introductory Offer receive two rolls of 35mm film and postage paid mailers for
returning the film to the Company for processing.
The direct costs of customer acquistion, including cost of film and printed
materials, but excluding advertising costs, have been deferred and amortized
over a period of up to three years as part of customer acquisition costs. These
expenditures have been capitalized as assets on the Company's balance sheet.
The Company establishes a rate of amortization based on historical customer
conversion rates and periodically revises the rate of amortization, if
appropriate, based on actual customer processing volumes. The Company
substantially expanded its customer acquisition programs during fiscal 1995
compared to fiscal 1994 and 1993 and believes the expansion is the primary
reason for the increase in photofinishing revenues. Customer acquisition costs
as a percentage of net revenues increased to 13.8% of net revenues in fiscal
1995 as compared to 13.1% of net revenues in fiscal 1994, but have decreased
from 16.6% of net revenue in fiscal 1993. Management believes this decrease is
due primarily to more efficient customer acquisition programs. Capitalized
customer acquisition costs for the period ending September 30, 1995, increased
to $7,356,000 as compared to $4,458,000 for the period ending September 24,
1994, primarily as a result of customer acquisition programs initiated during
fiscal 1995. Each year the Company prepares detailed plans for its various
marketing activities, including the mix between customer acquisition
expenditures and other selling expenses. However, the Company occasionally
changes both the mix and total marketing expenditures between periods to take
advantage of marketing opportunities as they become available. Future periods
may reflect increased acquisition costs due to the amortization of capitalized
expenditures or to the development and initiation of additional marketing
programs. For tax purposes, customer acquisition expenditures are expensed as
incurred, thereby reducing current federal income tax liabilities and increasing
deferred federal income tax liabilities.
The cost per response, which reflects all advertising related expenditures,
has declined during each of the last three years. In addition the direct costs
associated with providing each respondent with the Introductory Offer have also
declined over the last three years. These reductions in cost have resulted in
lower customer acquisition expenses per new customer. The conversion rate,
which reflects the anticipated future volume of business provided by each new
customer, declined in fiscal 1995 compared to fiscal 1994 after declining in
fiscal 1994 compared to 1993. This change has had a downward impact on expected
revenue per new customer which negatively affects net income. The combination
of the decline in the direct costs of the Introductory Offer and the decline in
conversion rate has had a slightly favorable impact on both fiscal 1995 and
fiscal 1994 net income. In the event the conversion rate declines in the future
or the cost per response increases in the future, net income of future periods
may be affected.
Gross profit as a percent of net revenues for fiscal 1995, 1994 and 1993
was 38.7%, 38.0% and 40.4%, respectively. The increase in gross profit
percentage in fiscal 1995 compared to fiscal 1994 was primarily due to a sales
mix containing a higher proportion of photofinishing services, which have a
higher gross profit margin than the Company's wholesale film and photo related
supplies business. Gross profit as a percentage of net revenue in fiscal 1994
was lower than fiscal 1993. This resulted from a planned change in customer
acquisition promotional activities, including free film offers, which resulted
in a decrease in revenues received in conjunction with certain promotional
offers. Also, fiscal 1994 net revenues included a higher proportion of sales of
lower margin wholesale film and photo related supplies compared to fiscal 1993.
Future changes in the Company's sales mix and promotional activities may affect
the gross profit as a percentage of revenues in future periods.
13
Total operating expenses as a percent of net revenue for fiscal 1995, 1994,
and 1993 were 25.3%, 25.5%, and 28.7%, respectively. Although total operating
expenses increased in actual dollars in both fiscal 1995 and 1994 over the prior
year, total operating expenses decreased as a percent of net revenue in both
fiscal 1995 and 1994 primarily due to increases in net revenue in each of those
years which were greater than the planned increases in operating expenses. The
decrease in fiscal 1995 and 1994 as compared to fiscal 1993 as a percentage of
net revenue is also attributable to more cost effective advertising programs.
Customer acquisition expenses consist of costs incurred to acquire new customers
which are primarily advertising for the Introductory Offer, and amortization of
capitalized customer acquisition expenditures. Other selling expenses are
primarily general marketing expenses, advertising to existing customers, testing
of new marketing strategies and, in 1994 and 1995, amortization of noncompete
agreements associated with the January 1994 acquisition of certain assets of
Private Label Film Inc. See Note B in Notes to the financial statements.
Research and development expenses consist of costs incurred in researching new
computerized digital imaging concepts, developing computer software products and
creating equipment necessary to provide customers with new computer related
photographic products and services. General and administrative expenses consist
of costs related to computer operations, human resource functions, finance,
accounting, investor relations and general corporate activities.
Each year the Company prepares detailed plans for its various marketing
activities, including the mix between customer acquisition expenditures and
other selling expenses. However, the Company occasionally changes the mix
between periods to take advantage of unique or cost effective marketing
opportunities as they become available. Customer acquisition expenses as a
percent of net revenues were 13.8% in fiscal 1995, up from 13.1% in 1994 and
down from 16.6% in 1993. The increase in fiscal 1995 was primarily due to
increased expenditures related to the Company's customer acquisition programs
targeted at the home computer market. The decrease in fiscal 1994 from fiscal
1993 was primarily due to planned changes in customer acquisition promotional
activities which allowed the Company to maintain the response rate to the
Introductory Offer while reducing advertising expenses associated with
attracting new customers. Other selling expenses increased to $4,035,000 in
fiscal 1995 compared to $3,458,000 in fiscal 1994 and $2,868,000 in fiscal 1993.
The increases in fiscal 1995 and 1994 were primarily due to increased
expenditures for selling activities promoting the sale of rolled film, other
photographic related products and increased marketing to existing customers.
Expressed as a percentage of net revenues, other selling expenses decreased to
6.5% in fiscal 1995, compared to 6.9% in 1994 and 6.7% in 1993. General and
administrative expense increased to $2,657,000 in fiscal 1995 compared to
$2,276,000 in 1994. The increase in fiscal 1995 was primarily due to increased
expenditures relating to recruitment, consulting and additional labor costs due
to increased volumes. Expressed as a percentage of net revenues, general and
administrative expenses declined to 4.3% in fiscal 1995, compared to 4.6% in
1994 and 4.7% in 1993.
During fiscal 1995, 1994 and 1993 the Company incurred research and
development expenses of $458,000, $459,000 and $285,000, respectively, primarily
in connection with development of its new PhotoWorks(TM) and Pictures On
Disk(TM) products. Prior to fiscal 1993, research and development expenses,
which primarily related to photofinishing and film spooling equipment, were not
material and, accordingly were included in general and administrative expense or
cost of goods sold.
Total other income in fiscal 1995 was $252,000 compared to $187,000 in
fiscal 1994 and $290,000 in fiscal 1993. In fiscal 1993 the Company received
refunds of sales taxes previously paid. The decrease in total other income in
1994 compared to 1993 is attributable to the absence of sales tax refunds in
1994 and slightly higher interest expense. The increase in total other income
in fiscal 1995 over 1994 was primarily due to interest income from short term
investments due to the availability of cash reserves generated from operations
during fiscal 1995.
Net income increased to $.73 per share in fiscal 1995 compared to $.54 per
share in fiscal 1994 and $.43 per share in fiscal 1993. The increases resulted
primarily from higher net revenue and increased income from operations.
Earnings per share for both fiscal 1995 and 1994 were also favorably affected by
the repurchase of 500,000 shares of Common Stock by the Company during the
fourth quarter of fiscal 1994. The earnings per share reflects a three for two
stock split distributed on February 26, 1993, a two for one stock split
distributed on March 16, 1994 and a three for two stock split distributed on
March 15, 1995.
14
Liquidity and Capital Resources
As of November 30, 1995, the Company's principal sources of liquidity
included $8,969,000 in cash and short term investments together with an unused
operating line of credit of $5,000,000. The ratio of current assets to current
liabilities for the Company was 2.0 to 1 at the end of fiscal 1995, which
reflects an increase from the current ratio of 1.6 to 1 at the end of fiscal
1994 (after reclassifications relating to customer acquisition costs and
deferred income taxes). The increase in the current ratio at the end of fiscal
1995 compared to fiscal 1994 was primarily due to increased cash and short term
investments generated by operations. The lower cash balance at the end of
fiscal 1994 was due in part to expenditures related to the July 1994 repurchase
of 500,000 shares of Common Stock and the January 1994 acquisition of certain
assets of Private Label Film Inc. The Company has financed its business
principally through cash generated by operations and borrowings.
Capital expenditures during fiscal 1995 totaled $1,633,000 including
equipment for new photofinishing services and for expanding capacity of existing
photofinishing operations. In fiscal 1994, the Company made capital
expenditures of $1,414,000 relating to photofinishing equipment and leasehold
improvements. The Company has a commitment to purchase equipment related to its
Pictures On Disk(TM) product in the amount of $470,000. In addition, the Company
has plans to expend approximately $3,500,000 in fiscal 1996 for additional
photofinishing and data processing equipment, and for leasehold improvements,
although at this time it has no binding commitments to do so.
The Company currently anticipates that existing funds together with
anticipated cash flow from operations and the Company's available line of credit
of $5,000,000 will be sufficient to finance its operations, including planned
capital expenditures, and to service its indebtedness for the foreseeable
future. However, if the Company does not generate sufficient cash from
operations to satisfy its ongoing expenses, the Company will be required to seek
external sources of financing or refinance its obligations. Possible sources of
financing include the sale of equity securities or additional bank borrowings.
There can be no assurance that the Company will be able to obtain adequate
financing in the future.
Inflation
The results of the Company's operations have not been significantly
affected by inflation during any of the last three fiscal years. Although the
Company has incurred moderately increased costs for labor, materials, postage
and overhead, it has been able to somewhat offset the impact of such increases
through enhanced operating efficiencies and, to a lesser extent, price
increases.
ITEM 8 - FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA
See pages 16 through 27.
15
REPORT OF ERNST & YOUNG,
INDEPENDENT AUDITORS
Shareholders and Board of Directors
SEATTLE FILMWORKS, INC.
We have audited the accompanying balance sheets of SEATTLE FILMWORKS, INC.
as of September 30, 1995 and September 24, 1994, and the related statements of
income, shareholders' equity, and cash flows for each of the three years in the
period ended September 30, 1995. We have also audited the financial statement
schedule listed in the Index at Item 14(a). These financial statements and
schedule are the responsibility of the Company's management. Our
responsibility is to express an opinion on these financial statements and
schedule based on our audits.
We conducted our audits in accordance with generally accepted auditing
standards. Those standards require that we plan and perform the audit to
obtain reasonable assurance about whether the financial statements are free of
material misstatement. An audit includes examining, on a test basis, evidence
supporting the amounts and disclosures in the financial statements. An audit
also includes assessing the accounting principles used and significant
estimates made by management, as well as evaluating the overall financial
statement presentation. We believe that our audits provide a reasonable basis
for our opinion.
In our opinion, the financial statements referred to above present fairly,
in all material respects, the financial position of SEATTLE FILMWORKS, INC. at
September 30, 1995 and September 24, 1994, and the results of its operations
and its cash flows for each of the three years in the period ended September
30, 1995, in conformity with generally accepted accounting principles. Also in
our opinion, the related financial statement schedule, when considered in
relation to the basic financial statements taken as a whole, presents fairly in
all material respects the information set forth therein.
//s// Ernst & Young LLP
Seattle, Washington
November 8, 1995
16
SEATTLE FILMWORKS, INC.
BALANCE SHEETS
(in thousands)
September 30, September 24,
ASSETS 1995 1994
================================================================================
CURRENT ASSETS
Cash and cash equivalents $ 8,560 $ 2,711
Securities available for sale 1,345 1,330
Accounts receivable, net of
allowance for doubtful accounts of $546
and $461 in 1995 and 1994, respectively 1,242 1,369
Inventories 4,626 3,659
Capitalized promotional expenditures 158 388
Prepaid expenses and other 164 191
Deferred income taxes 398 316
------- -------
TOTAL CURRENT ASSETS 16,493 9,964
FURNITURE, FIXTURES, AND EQUIPMENT,
at cost, less accumulated depreciation (Note C) 3,200 2,986
CAPITALIZED CUSTOMER ACQUISITION EXPENDITURES 7,356 4,458
DEPOSITS AND OTHER ASSETS 68 95
NONCOMPETE AGREEMENTS (Note B) 1,127 1,332
------- -------
TOTAL ASSETS $28,244 $18,835
======= =======
17
SEATTLE FILMWORKS, INC.
BALANCE SHEETS (continued)
(in thousands, except share information)
September 30, September 24,
LIABILITIES AND SHAREHOLDERS' EQUITY 1995 1994
================================================================================
CURRENT LIABILITIES
Accounts payable $ 4,782 $ 2,958
Accrued expenses 2,364 1,991
Income taxes payable 856 1,141
------- -------
TOTAL CURRENT LIABILITIES 8,002 6,090
DEFERRED INCOME TAXES 2,310 1,398
------- -------
TOTAL LIABILITIES 10,312 7,488
SHAREHOLDERS' EQUITY (Notes G and H)
Preferred Stock, $.01 par value,
authorized 2,000,000 shares, non issued
Common Stock, $.01 par value, authorized
45,000,000 shares, issued and outstanding
7,143,714 and 7,007,039 in 1995 and 1994,
respectively 71 70
Additional paid-in capital 955 53
Retained earnings 16,906 11,224
------- -------
TOTAL SHAREHOLDERS'S EQUITY 17,932 11,347
------- -------
TOTAL LIABILITIES AND SHAREHOLDERS' EQUITY $28,244 $18,835
======= =======
See notes to financial statements.
18
SEATTLE FILMWORKS, INC.
STATEMENTS OF INCOME
(in thousands, except share information)
Fiscal Years Ended
September 30, September 24, September 25,
1995 1994 1993
================================================================================
Net revenues $62,185 $49,753 $42,728
Cost of goods and services 38,128 30,846 25,459
------- ------- -------
GROSS PROFIT 24,057 18,907 17,269
Operating expenses:
Customer acquisition costs 8,579 6,516 7,115
Other selling expenses 4,035 3,458 2,868
Research and development 458 459 285
General and administrative 2,657 2,276 2,016
------- ------- -------
Total operating expenses 15,729 12,709 12,284
------- ------- -------
INCOME FROM OPERATIONS 8,328 6,198 4,985
Other income (expense):
Interest expense (4) (25) (10)
Interest income 276 222 201
Nonoperating income (expense), net (20) (10) 99
------- ------- -------
Total other income 252 187 290
------- ------- -------
INCOME BEFORE INCOME TAXES 8,580 6,385 5,275
Provision for income taxes (Note F) 2,898 1,947 1,705
------- ------- -------
NET INCOME $ 5,682 $ 4,438 $ 3,570
======= ======= =======
EARNINGS PER SHARE $ .73 $ .54 $ .43
======= ======= =======
WEIGHTED AVERAGE SHARES AND
EQUIVALENTS OUTSTANDING 7,821,174 8,263,118 8,238,771
========= ========= =========
See notes to financial statements.
19
SEATTLE FILMWORKS, INC.
STATEMENTS OF SHAREHOLDERS' EQUITY
(in thousands, except share information)
Common Stock
Shares Par Paid-In Retained
Outstanding Value Capital Earnings Total
==============================================================================================================
BALANCE AS OF SEPTEMBER 26, 1992 7,424,028 $74 $154 $9,325 $9,553
Stock options exercised 344,889 3 11 14
Income tax benefit of stock options 571 571
Purchase and retirement of
Common Stock (67,854) (164) (168) (332)
Net income 3,570 3,570
--------- --- ---- ------ -------
BALANCE AS OF SEPTEMBER 25, 1993 7,701,063 77 572 12,727 13,376
Stock options exercised 38,252 1 32 33
Income tax benefit of stock options 50 50
Employee stock purchase plan 17,724 93 93
Purchase and retirement of
Common Stock (750,000) (8) (694) (5,941) (6,643)
Net income 4,438 4,438
--------- --- ---- ------ ------
BALANCE AS OF SEPTEMBER 24, 1994 7,007,039 70 53 11,224 11,347
Stock options exercised 77,300 1 274 275
Income tax benefit of stock options 333 333
Employee stock purchase plan 63,075 349 349
Purchase and retirement of
Common Stock (3,700) (54) (54)
Net income 5,682 5,682
--------- --- ---- ------- -------
BALANCE AS OF SEPTEMBER 30, 1995 7,143,714 $ 71 $955 $16,906 $17,932
========= === ==== ======= =======
See notes to financial statements.
20
SEATTLE FILMWORKS, INC.
STATEMENTS OF CASH FLOWS
(in thousands)
Fiscal Years Ended
September 30, September 24, September 25,
1995 1994 1993
=====================================================================================================
OPERATING ACTIVITIES:
- ---------------------
Net income $ 5,682 $ 4,438 $ 3,570
Charges to income not affecting cash:
Depreciation and amortization 1,608 1,320 887
Amortization of capitalized customer
acquisition expenditures 6,289 4,684 3,542
Deferred income taxes 830 (89) (20)
Loss on disposal of equipment 24 5 16
Net change in receivables, inventories,
payables, and other 1,432 (672) 209
Capitalized promotional expenditures, net 230 (46) 150
Additions to capitalized customer
acquisition expenditures (9,187) (5,310) (4,025)
------- ------- -------
NET CASH FROM OPERATING ACTIVITIES 6,908 4,330 4,329
INVESTING ACTIVITIES:
- ---------------------
Purchase of furniture, fixtures, and equipment (1,633) (1,414) (1,091)
Purchases of securities available for sale (1,356) (3,060) (4,450)
Sales of securities available for sale 1,341 5,280 900
Proceeds from sale of equipment 19 22
Purchase of assets from Private Label Film, Inc. (1,637)
------- ------- -------
NET CASH USED IN INVESTING ACTIVITIES (1,629) (809) (4,641)
FINANCING ACTIVITIES:
- ---------------------
Proceeds from issuance of Common Stock 624 126 12
Payment on purchase of Common Stock (54) (6,643) (330)
------- ------- -------
NET CASH FROM (USED IN) FINANCING ACTIVITIES 570 (6,517) (318)
------- ------- -------
INCREASE (DECREASE) IN CASH AND
CASH EQUIVALENTS 5,849 (2,996) (630)
Cash and cash equivalents
at beginning of year 2,711 5,707 6,337
------- ------- -------
CASH AND CASH EQUIVALENTS
AT END OF YEAR $ 8,560 $ 2,711 $ 5,707
======= ======= =======
See notes to financial statements.
21
SEATTLE FILMWORKS, INC.
NOTES TO FINANCIAL STATEMENTS
NOTE A -- OPERATIONS AND SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
SEATTLE FILMWORKS, INC. (the "Company") principally markets 35mm
photographic film, photofinishing services, and related photographic products
on a direct-to-consumer mail order basis under the brand name of Seattle
FilmWorks(R). The Company also markets 35mm photographic film on a wholesale
basis to mini photofinishing labs under the brand name of OptiColor Film &
Photo(TM).
CASH AND CASH EQUIVALENTS: Cash and cash equivalents include cash on hand and
highly liquid short-term investments with an original maturity of less than
three months.
SECURITIES AVAILABLE FOR SALE: Securities available for sale consist primarily
of bankers' acceptances, commercial paper, and government securities issued by
financial institutions with high credit ratings. Company policy limits the
amount of credit exposure with any one financial institution. The fiscal year
1995 balance of $1,345,000 consisted of bankers' acceptances with maturity
dates within six months of the fiscal year-end. The fiscal year 1994 balance
of $1,330,000 consisted of $550,000 in bankers' acceptances and $780,000 in
government securities.
ACCOUNTS RECEIVABLE: Accounts receivable primarily include amounts due from
mail order customers from the sale of related photographic products and amounts
due from wholesale customers from the sale of film. An allowance for doubtful
accounts is established for an estimate of bad debts. The provision for bad
debts was $639,000, $481,000, and $333,000 for the years ended 1995, 1994, and
1993, respectively.
INVENTORIES: Inventories are stated at the lower of cost (determined using the
first-in, first-out method) or market. Inventories consist primarily of film
and photofinishing supplies.
CAPITALIZED PROMOTIONAL EXPENDITURES: The Company's promotional programs run
for periods of one to six months. Promotional expenditures primarily consist of
advertising and media costs related to generating consumer interest in the
Company's photofinishing services. The Company expenses these costs as
promotional and advertising expenditures and expenses them the first time the
promotion is run. Advertising expense was $1,882,000, $1,944,000, and
$1,652,000 in fiscal 1995, 1994, and 1993 respectively.
DEPRECIATION AND AMORTIZATION: Depreciation is provided using the straight-
line and accelerated methods based on estimated useful asset lives ranging from
three to seven years. Expenditures for major remodeling and improvements are
capitalized as leasehold improvements. Leasehold improvements are amortized
over the shorter of the life of the lease or the life of the asset. Noncompete
agreements are amortized as other selling expenses on an accelerated basis over
the ten-year life of the agreements.
CAPITALIZED CUSTOMER ACQUISITION EXPENDITURES: The Company's method of
obtaining film processing customers is to provide rolls of film at a low cost
or for free. These capitalized customer acquisition expenditures are
capitalized (exclusive of promotional expenditures) and are amortized over
succeeding periods, pro rata, based on estimated future rolls to be received
from customers.
Recent customer processing statistics are the principal factors used in
estimating future processing. Based on the historical pattern of customer
orders processed and the estimate of orders to be processed in the future,
future amortization of capitalized customer acquisition expenditures as of
September 30, 1995 will be $4,914,802, $1,879,138, and $562,080 in 1996, 1997,
and 1998, respectively.
22
NOTE A -- OPERATIONS AND SUMMARY OF SIGNIFICANT ACCOUNTING POLICIES
(continued)
INCOME TAXES: The provision for federal income taxes is computed based on
pretax income reported in the financial statements. Research and Development
tax credits are recorded as a reduction of the provision for federal income
taxes in the year realized. The provision for income taxes differs from income
taxes currently payable because certain items of income and expense are
recognized in different periods for financial reporting purposes than they are
for federal income tax purposes. Deferred income taxes have been recorded in
recognition of these temporary differences.
The Company adopted Statement of Financial Accounting Standards No. 109,
"Accounting for Income Taxes," in the first quarter of fiscal year 1994. The
adoption of this new Standard did not have a significant impact on operating
results because the Company had previously adopted Statement of Financial
Accounting Standards No. 96 in the first quarter of fiscal 1988.
EARNINGS PER SHARE: Earnings per share is based on the weighted average number
of shares and dilutive common stock equivalents outstanding during the fiscal
year. Common stock equivalents consist of stock options.
NEW ACCOUNTING PRONOUNCEMENTS: In May 1993, the FASB issued SFAS 115,
"Accounting for Certain Investments in Debt and Equity Securities." The
Company adopted this new Standard in the first quarter of fiscal year 1995.
This Statement implements more restrictive criteria for recording debt
securities at cost. Upon adoption, the Company's investments were classified
as available for sale and stated at fair value. This adoption does not
significantly impact the September 30, 1995 financial statements, as the
amortized cost of the Company's investments approximate their fair values due
to their high credit ratings and short-term maturities within six months of the
Company's fiscal year-end.
In December 1993, the American Institute of Certified Public Accountants
issued Statement of Position 93-7, "Reporting on Advertising Costs." The
Company adopted this Standard in the first quarter of fiscal 1995. The
adoption of the new Standard does not impact the Company's accounting practices
except that all capitalized customer acquisition expenditures have been
classified as noncurrent. Previously, capitalized customer acquisition
expenditures amortizable within one year were recorded as current assets. This
change has the effect of reducing the Company's current ratio and working
capital.
RECLASSIFICATIONS: Certain prior year amounts have been reclassified to
conform with the 1995 financial statements, primarily related to the
reclassification of all capitalized customer acquisition expenditures and
deferred tax liabilities to long term.
NOTE B -- ACQUISITION OF PRIVATE LABEL FILM BUSINESS
On December 30, 1993, the Company acquired certain assets of Private Label
Film, Inc. for approximately $1,637,000. The assets relate to the manufacture
and sale of private-label film and related products to retailers and commercial
users. This acquisition has been accounted for using the purchase method.
The purchase price was recorded as follows: equipment $100,000; and other
assets of $1,536,830 related to noncompete agreements which includes
capitalized legal and accounting expenses.
23
NOTE C -- FURNITURE, FIXTURES, AND EQUIPMENT
Furniture, fixtures, and equipment consist of the following:
(in thousands)
September 30, September 24,
1995 1994
================================================================================
Furniture, fixtures, and equipment $ 9,673 $ 9,168
Leasehold improvements 1,610 1,610
-------- --------
11,283 10,778
Less accumulated depreciation and amortization (8,083) (7,792)
-------- --------
$ 3,200 $ 2,986
======== ========
NOTE D -- CREDIT AGREEMENTS AND ACCRUED EXPENSES
At September 30, 1995, the Company has a $5,000,000 available line of
credit, with interest at the lending bank's prime rate. Amounts borrowed on
the line of credit would be secured by receivables and inventories of the
Company. There were no borrowings outstanding at the end of 1995 or 1994 under
the line of credit. The Company is restricted under the covenants of a bank
loan agreement from declaring any dividends on shares of its capital stock
without the bank's prior consent.
Accrued expenses at the end of 1995 and 1994 include accrued compensation
of $1,537,000 and $1,197,000, respectively.
NOTE E -- PROPERTY AND LEASES
The Company's primary lease relates to its main operating facility. This
lease expires in September 2000. During fiscal year 1995, the Company entered
into a lease agreement for additional warehouse and limited production space.
This lease begins in February 1996 and expires in January 1999. The Company
has an option to extend this lease for two one-year periods. At September 30,
1995, future minimum payments under noncancelable operating leases for the
years 1996 through 2000 are $443,000, $460,000, $460,000, $314,000, and
$242,000, respectively. Rental expense relating to operating leases for
1995, 1994, and 1993 was $353,000, $335,000, and $314,000, respectively.
24
NOTE F -- INCOME TAXES
The provision for income taxes is as follows:
(in thousands)
1995 1994 1993
========================================================================================================================
Provisions (benefits) for income taxes
Current $2,068 $2,036 $1,725
Deferred 830 (89) (20)
------ ------ ------
$2,898 $1,947 $1,705
====== ====== ======
A reconciliation of the federal statutory tax rates to the effective tax rates
is as follows:
1995 1994 1993
========================================================================================================================
Statutory tax rate 34.0% 34.0% 34.0%
Research and development tax credits (.4) (.5) (.9)
Other, net .2 (3.0) (.8)
---- ---- ----
33.8% 30.5% 32.3%
==== ==== ====
Principal items comprising the cumulative deferred income taxes are as follows:
1995 1994
========================================================================================================================
Deferred tax liabilities:
Customer acquisition expenditures $ 2,501 $ 1,517
Other liabilities 175 196
------- -------
Total deferred tax liabilities 2,676 1,713
Deferred tax assets:
Accrued expenses 573 512
Depreciation and amortization 191 119
------- -------
Total deferred tax assets 764 631
------- -------
Net deferred tax liability $ 1,912 $ 1,082
======= =======
Taxes paid in 1995, 1994, and 1993 were $2,020,000, $1,520,000, and $1,070,000,
respectively.
NOTE G -- SHAREHOLDERS' EQUITY
Stock Options
Pursuant to the Company's Stock Option Plans adopted in 1982 and 1987,
options may be granted to purchase up to 2,868,750 shares of Common Stock at
prices equal to the fair market value of the shares at the time the options are
granted. Options generally vest over four years and become exercisable
commencing one year after the date of grant and expiring ten years after the
date of grant. Shares of Common Stock reserved for issuance under these stock
option plans totaled 1,071,095 at September 30, 1995, of which 128,051 were
available for options to be granted in the future.
25
NOTE G -- SHAREHOLDERS' EQUITY (continued)
The following schedule summarizes stock option activity for fiscal years
1993, 1994, and 1995.
Option Price
Number of Shares Per Share
================================================================================
Outstanding at September 26, 1992
(675,174 shares exercisable) 935,388 $.08 - $3.95
Granted during 1993 281,400 $4.67 - $5.67
Canceled during 1993 (2,250) $1.23 - $4.67
Exercised during 1993 (380,880) $.08 - $1.50
Outstanding at September 25, 1993
(574,647 shares exercisable) 833,658 $.18 - $5.25
Granted during 1994 72,600 $6.00 - $12.17
Canceled during 1994 (12,450) $1.95 - $7.00
Exercised during 1994 (38,252) $.18 - $4.67
Outstanding at September 24, 1994
(639,819 shares exercisable) 855,556 $.39 - $9.67
Granted during 1995 101,550 $10.75 - $21.25
Canceled during 1995 (14,063) $4.67 - $11.17
Exercised during 1995 (77,300) $.39 - $9.83
Outstanding at September 25, 1995
(669,880 shares exercisable) 865,743 $.42 - $13.67
=======
Employee Stock Purchase Plan
Effective September 22, 1993, the Company adopted an Employee Stock
Purchase Plan under which options may be granted to purchase up to 225,000
shares of Common Stock. Under the Plan, eligible employees may purchase shares
of the Company's Common Stock at six-month intervals at 85% of the lower of the
fair market value on the first day of the two-year offering period or the last
day of each six-month purchase period. Employees may purchase shares having a
value not exceeding 10% of their gross compensation during the purchase period.
During 1995, shares totaling 63,075 were issued under the Plan at prices
ranging from $5.2417 to $12.325 per share. At September 30, 1995, 144,201
shares were reserved for future issuance.
In May 1995, the Employee Stock Purchase Plan was amended to change the
purchase price under which shares may be purchased to 85% of the lower of the
fair market value on the first day of the six-month purchase period or the last
day of the six-month purchase period. This change is effective for purchases
after October 1, 1995.
Stock Splits
A three-for-two stock split was distributed February 26, 1993, a two-for-
one stock split was distributed March 16, 1994, and a three-for-two stock split
was distributed March 15, 1995. All share data, per share data, and related
accounts in the accompanying financial statements and footnotes have been
restated to retroactively reflect the stock splits.
26
NOTE G -- SHAREHOLDERS' EQUITY (continued)
Purchase and Retirement of Common Stock
On July 20, 1994, the Company repurchased 500,000 shares, or approximately
10% of its outstanding Common Stock, from Mr. Sam Rubinstein, a Director and
the largest shareholder of the Company, in a private transaction for $13.00 per
share plus legal and brokerage fees.
NOTE H -- RETIREMENT AND PROFIT SHARING PLAN
The Company maintains a 401(k) Plan for substantially all employees.
The Company's contributions are based on matching a percentage of voluntary
employee contributions and discretionary profit sharing contributions
determined by the Board of Directors. The Company's contributions were
$366,000, $285,000, and $237,000 for 1995, 1994, and 1993, respectively.
NOTE I -- SELECTED QUARTERLY FINANCIAL DATA (Unaudited)
The following table sets forth summary financial data for the Company by
quarter for the fiscal years 1995 and 1994 (in thousands, except per share
data).
Quarters
First Second Third Fourth
- --------------------------------------------------------------------
Fiscal 1995
-----------
Net Revenue $12,270 $12,293 $15,791 $21,831
Gross Profit 4,590 4,152 6,136 9,179
Net Income 655 339 1,513 3,175
Earnings Per Share .09 .04 .19 .40
Fiscal 1994
-----------
Net Revenue $10,600 $10,672 $12,872 $15,609
Gross Profit 3,968 3,803 4,776 6,360
Net Income 543 279 1,176 2,440
Earnings Per Share .06 .03 .14 .31
The sum of quarterly earnings per share will not necessarily equal the
earnings per share reported for the year since the weighted average shares
outstanding used in the earnings per share computation changes throughout the
year. All earnings per share data presented above has been adjusted to reflect
the three-for-two stock split distributed March 15, 1995. See Note G.
ITEM 9 - CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING AND
FINANCIAL DISCLOSURE
None.
27
PART III
ITEM 10 -- DIRECTORS AND EXECUTIVE OFFICERS OF THE REGISTRANT
See "Directors and Executive Officers of the Registrant" under Item 1 -
Part 1 above.
Information concerning compliance with Section 16 of the Securities
Exchange Act is incorporated herein by reference to information appearing in
the Company's Proxy Statement for its annual meeting of shareholders to be held
on February 13, 1996, which information appears under the caption "Compliance
with Section 16(a) of the Exchange Act." Such Proxy Statement will be filed
within 120 days of the Company's last fiscal year-end, September 30, 1995.
ITEMS 11, 12, AND 13
The information called for by Part III (Items 11, 12, and 13) is included
in the Company's Proxy Statement relating to the Company's annual meeting of
shareholders to be held on February 13, 1996 and is incorporated herein by
reference. The information appears in the Proxy Statement under the captions
"Remuneration of Executive Officers and Directors," "Voting Securities and
Principal Holders," and "Certain Transactions." Such Proxy Statement will be
filed within 120 days of the Company's last fiscal year-end, September 30,
1995.
PART IV
ITEM 14 -- EXHIBITS, FINANCIAL STATEMENT SCHEDULES, AND REPORTS ON FORM 8-K
a. Index to Financial Statements and Financial Statement Schedules
---------------------------------------------------------------
(1) Financial Statements Page
-------------------- ----
Report of Ernst & Young, Independent Auditors 16
Balance Sheets as of September 30, 1995 and September 24, 1994 17-18
Statements of Income for the years ended September 30, 1995,
September 24, 1994, and September 25, 1993 19
Statements of Shareholders' Equity for the years ended
September 30, 1995, September 24, 1994, and September 25, 1993 20
Statements of Cash Flows for the years ended September 30, 1995,
September 24 1994, and September 25, 1993 21
Notes to Financial Statements 22-27
Supplemental Financial Statement Schedule. The following additional
information should be read in conjunction with the Financial Statements of the
Company included in Part II, Item 8.
28
(2) Schedule Page
-------- ----
II - Valuation and Qualifying Accounts 32
All other schedules have been omitted because the required information is
included in the financial statements or the notes thereto, or is not applicable
or required.
b. Reports on Form 8-K
-------------------
None.
c. Exhibits
--------
The following list is a subset of the exhibits set forth below and
contains all compensatory plans, contracts, or arrangements in which any
director or executive officer of the Company is a participant, unless the
method of allocation of benefits thereunder is the same for management and non-
management participants:
(1) The Company's Incentive Stock Option Plan, as amended and restated as
of November 23, 1992. See Exhibit 10.36
(2) The Company's 1987 Stock Option Plan, as amended and restated as of
November 23, 1992. See Exhibit 10.38
Exhibit
Number Exhibit Description
- ------- -------------------
3.1 Articles of Incorporation of the Company, as amended through
February 23, 1989. (Incorporated by reference to Exhibit 3.1 filed
with the Company's Annual Report on Form 10-K for the year ended
September 30, 1989.)
3.2 Bylaws of the Company, as amended and restated on September 15,
1988. (Incorporated by reference to Exhibit 3.2 filed with the
Company's Annual Report on Form 10-K for the year ended September
24, 1988.)
3.3 Articles of Amendment to Articles of Incorporation dated July 1,
1993. (Incorporated by reference to Exhibit 3.3 filed with the
Company's Annual Report on Form 10-K for the year ended September
25, 1993.)
3.4 Articles of Amendment to Articles of Incorporation dated March 2,
1994. (Incorporated by reference to Exhibit 3.4 filed with the
Company's Annual Report on Form 10-K for the year ended September
24, 1994.)
3.5 Articles of Amendment to Articles of Incorporation dated February
16, 1995. (Incorporated by reference to Exhibit 3 filed with the
Company's Quarterly Report on Form 10-Q for the quarter ended March
25, 1995.)
29
10.2 Lease Agreement dated September 10, 1985 between Gilbert Scherer
and Marlyn Friedlander, Lessors, and the Company with respect to
certain office and plant facilities in Seattle, Washington.
(Incorporated by reference to the exhibit with a corresponding
number filed with the Company's registration statement on Form S-1
(file no. 33-4388.)
10.36 Incentive Stock Option Plan, as amended and restated as of November
23, 1992. (Incorporated by reference to Exhibit 10.36 filed with
the Company's Annual Report on Form 10-K for the year ended
September 25, 1993.)
10.37 Form of Incentive Stock Option Agreement. (Incorporated by
reference to Exhibit 10.2 filed with the Company's Registration
Statement on Form S-8, file no. 33-24107.)
10.38 1987 Stock Option Plan, as amended and restated as of November 23,
1992. (Incorporated by reference to Exhibit 10.38 filed with the
Company's Annual Report on Form 10-K for the year ended September
25, 1993.)
10.39 Form of Stock Option Agreement. (Incorporated by reference to
Exhibit 10.4 filed with the Company's Registration Statement on
Form S-8, file no. 33-24107.)
10.48 First Amendment to Facility Lease Agreement dated April 29, 1989,
with Gilbert Scherer and Marlyn Friedlander, Lessors. (Incorporated
by reference to Exhibit 10.48 filed with the Company's Annual
Report on Form 10-K for the year ended September 30, 1989.)
10.56 Sales Contract dated September 9, 1992 between the Company and Agfa
Division of Miles Inc. with respect to the purchase of certain
products. (Incorporated by reference to Exhibit 10.56 filed with
the Company's Annual Report on Form 10-K for the year ended
September 26, 1992.)
10.58 1993 Employee Stock Purchase Plan as amended and restated as of May
31, 1995.
10.59 Purchase and Sale Agreement dated as of December 16, 1993 and
related Amendment to Purchase and Sale Agreement dated December 30,
1993 among Seattle FilmWorks, Inc., Private Label Film, Inc. and
certain shareholders of Private Label Film, Inc. (Incorporated by
reference to Exhibits 2.1 and 2.2 filed with the Company's Report
on Form 10-Q dated February 7, 1994.)
10.60 Business Loan Agreement with First Interstate Bank of Washington
N.A. as amended and restated on March 31, 1994. (Incorporated by
reference to Exhibit 10.60 filed with the Company's Annual Report
on Form 10-K for the year ended September 24, 1994.)
10.61 Stock Redemption Agreement dated July 20,1994 between the Company
and Sam Rubinstein and related promissory note. (Incorporated by
reference to Exhibits 5.1 and 5.2 filed with the Company's Report
on Form 8-K dated July 22, 1994.)
10.62 Business Loan Agreement with First Interstate Bank of Washington
N.A.as amended and restated on February 28, 1995. (Incorporated by
reference to Exhibit 10 filed with the Company's Quarterly Report
on Form 10-Q for the quarter ended March 25, 1995.)
10.63 Lease Agreement dated September 22, 1995 between the United States
of America, Lessors, and the Company with respect to certain plant
and warehouse facilities in Seattle, Washington.
30
10.64* Sales contract dated August 18, 1995 between the Company and Agfa
Division of Miles, Inc. with respect to the purchase of certain
products.
11 Computation of Per Share Earnings.
23 Consent of Independent Auditors
* Exhibit for which confidential treatment has been requested.
31
SEATTLE FILMWORKS, INC.
SCHEDULE II
VALUATION AND QUALIFYING ACCOUNTS
(in thousands)
Additions
---------
Balance Charged to Charged to Balance
Beginning Costs and Other at End
Description of Year Expenses Accounts Deductions of Period
=====================================================================================================
FOR THE YEAR ENDED
SEPTEMBER 25, 1993
Allowance for doubtful accounts $350 $333 $0 $356 $327
Allowance for returns $ 59 $401 $0 $357 $103
FOR THE YEAR ENDED
SEPTEMBER 24, 1994
Allowance for doubtful accounts $327 $481 $0 $347 $461
Allowance for returns $103 $281 $0 $279 $105
FOR THE YEAR ENDED
SEPTEMBER 30, 1995
Allowance for doubtful accounts $461 $639 $0 $554 $546
Allowance for returns $105 $272 $0 $280 $ 97
____________________________
32
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.
SEATTLE FILMWORKS, INC.
(REGISTRANT)
DATED: December 20, 1995 By:/s/ Gary R. Christophersen
----------------------------
Gary R. Christophersen
President and Chief Executive Officer
(Principal 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
By:/s/ Gary R. Christophersen President December 20, 1995
-------------------------- Chief Executive Officer
Gary R. Christophersen Director
(Principal Executive Officer)
By:/s/ Sam Rubenstein Director December 20, 1995
--------------------------
Sam Rubenstein
By:/s/ Douglas A. Swerland Director December 20, 1995
--------------------------
Douglas A. Swerland
By:/s/ Craig E. Tall Director December 20, 1995
--------------------------
Craig E. Tall
By:/s/ Peter H. van Oppen Director December 20, 1995
--------------------------
Peter H. van Oppen
By:/s/ Case H. Kuehn Vice President-Finance
-------------------------- Chief Financial Officer
Case H. Kuehn (Principal Financial and
Accounting Officer)
33
EXHIBIT INDEX
-------------
Annual Report on Form 10-K
For The Year Ended September 30, 1995
Exhibit Page
Number Exhibit Description Number
- ------- ------------------- ------
3.1 Articles of Incorporation of the Company, as amended through February
23, 1989. (Incorporated by reference to Exhibit 3.1 filed with the
Company's Annual Report on Form 10-K for the year ended September 30,
1989.)
3.2 Bylaws of the Company, as amended and restated on September 15, 1988.
(Incorporated by reference to Exhibit 3.2 filed with the Company's
Annual Report on Form 10-K for the year ended September 24, 1988.)
3.3 Articles of Amendment to Articles of Incorporation dated July 1,
1993. (Incorporated by reference to Exhibit 3.3 filed with the
Company's Annual Report on Form 10-K for the year ended September 25,
1993.)
3.4 Articles of Amendment to Articles of Incorporation dated March 2,
1994. (Incorporated by reference to Exhibit 3.4 filed with the
Company's Annual Report on Form 10-K for the year ended September 24,
1994.)
3.5 Articles of Amendment to Articles of Incorporation dated February 16,
1995. (Incorporated by reference to Exhibit 3 filed with the
Company's Quarterly Report on Form 10-Q for the quarter ended March
25, 1995.)
10.2 Lease Agreement dated September 10, 1985 between Gilbert Scherer and
Marlyn Friedlander, Lessors, and the Company with respect to certain
office and plant facilities in Seattle, Washington. (Incorporated by
reference to the exhibit with a corresponding number filed with the
Company's registration statement on Form S-1 (file no. 33-4388.)
10.36 Incentive Stock Option Plan, as amended and restated as of November
23, 1992. (Incorporated by reference to Exhibit 10.36 filed with the
Company's Annual Report on Form 10-K for the year ended September 25,
1993.)
10.37 Form of Incentive Stock Option Agreement. (Incorporated by reference
to Exhibit 10.2 filed with the Company's Registration Statement on
Form S-8, file no. 33-24107.)
10.38 1987 Stock Option Plan, as amended and restated as of November 23,
1992. (Incorporated by reference to Exhibit 10.38 filed with the
Company's Annual Report on Form 10-K for the year ended September 25,
1993.)
10.39 Form of Stock Option Agreement. (Incorporated by reference to Exhibit
10.4 filed with the Company's Registration Statement on Form S-8,
file no. 33-24107.)
10.48 First Amendment to Facility Lease Agreement dated April 29, 1989,
with Gilbert Scherer and Marlyn Friedlander, Lessors. (Incorporated
by reference to Exhibit 10.48 filed with the Company's Annual Report
on Form 10-K for the year ended September 30, 1989.)
34
c. Exhibits (continued)
10.56 Sales Contract dated September 9, 1992 between the Company and Agfa
Division of Miles Inc. with respect to the purchase of certain
products. (Incorporated by reference to Exhibit 10.56 filed with the
Company's Annual Report on Form 10-K for the year ended September 26,
1992.)
10.58 1993 Employee Stock Purchase Plan as amended and restated as of May
31, 1995. 36
10.59 Purchase and Sale Agreement dated as of December 16, 1993 and related
Amendment to Purchase and Sale Agreement dated December 30, 1993
among Seattle FilmWorks, Inc., Private Label Film, Inc. and certain
shareholders of Private Label Film, Inc. (Incorporated by reference
to Exhibits 2.1 and 2.2 filed with the Company's Report on Form 10-Q
dated February 7, 1994.)
10.60 Business Loan Agreement with First Interstate Bank of Washington N.A.
as amended and restated on March 31, 1994. (Incorporated by reference
to Exhibit 10.60 filed with the Company's Annual Report on Form 10-K
for the year ended September 24, 1994.)
10.61 Stock Redemption Agreement dated July 20,1994 between the Company and
Sam Rubinstein and related promissory note. (Incorporated by
reference to Exhibits 5.1 and 5.2 filed with the Company's Report on
Form 8-K dated July 22, 1994.)
10.62 Business Loan Agreement with First Interstate Bank of Washington N.A.
as amended and restated on February 28, 1995. (Incorporated by
reference to Exhibit 10 filed with the Company's Quarterly Report on
Form 10-Q for the quarter ended March 25, 1995.)
10.63 Lease Agreement dated September 22, 1995 between the United States of
America, Lessors, and the Company with respect to certain plant and
warehouse facilities in Seattle, Washington. 52
10.64* Sales contract dated August 18, 1995 between 60 the Company and Agfa
Divison of Miles, Inc. with respect to the purchase of certain
products.
11 Computation of Per Share Earnings. 79
23 Consent of Independent Auditors 80
* Exhibit for which confidential treatment has been requested.
35