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SECURITIES AND EXCHANGE COMMISSION

Washington, D.C. 20549

FORM 10-Q

     
(Mark One)
   
   
þ
  Quarterly Report Pursuant to Section 13 or 15(d) of the Securities Exchange Act of 1934
   
  For the quarterly period ended September 30, 2004.
   
  or
   
o
  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. 1-13998

Administaff, Inc.

(Exact name of registrant as specified in its charter)

     
Delaware   76-0479645
(State or other jurisdiction of
incorporation or organization)
  (I.R.S. Employer
Identification No.)
     
19001 Crescent Springs Drive
Kingwood, Texas
   
77339
(Address of principal executive offices)   (Zip Code)

(Registrant’s Telephone Number, Including Area Code): (281) 358-8986

     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 ü   No

     Indicate by check mark whether the registrant is an accelerated filer (as defined in Rule 12b-2 of the Act).   Yes ü   No

     As of November 1, 2004, 25,449,217 shares of the registrant’s common stock, par value $0.01 per share, were outstanding.



 


Table of Contents

TABLE OF CONTENTS

                 
       
Part I
       
Item 1.       3  
Item 2.       17  
Item 4.       34  
       
Part II
       
Item 1.       36  
Item 2.       36  
Item 6.       37  
 Certification of CEO pursuant to Section 302
 Certification of CFO pursuant to Section 302
 Certification of CEO pursuant to Section 906
 Certification of CFO pursuant to Section 906

 


Table of Contents

ADMINISTAFF, INC.
CONSOLIDATED BALANCE SHEETS
(in thousands)

ASSETS

                 
    September 30,   December 31,
    2004
  2003
    (Unaudited)        
Current assets:
               
Cash and cash equivalents
  $ 88,467     $ 104,728  
Restricted cash
    15,793       4,584  
Marketable securities
    28,199       23,989  
Accounts receivable:
               
Trade
    1,303       5,752  
Unbilled
    67,676       53,033  
Other
    2,448       2,959  
Prepaid insurance
    12,165       22,554  
Other current assets
    4,951       7,468  
Income tax receivable
    3,435        
Deferred income taxes
    505       3,423  
 
   
 
     
 
 
Total current assets
    224,942       228,490  
Property and equipment:
               
Land
    2,920       2,920  
Buildings and improvements
    55,998       55,465  
Computer hardware and software
    50,516       49,822  
Software development costs
    18,734       18,699  
Furniture and fixtures
    28,327       27,997  
Vehicles and aircraft
    5,954       6,090  
 
   
 
     
 
 
 
    162,449       160,993  
Accumulated depreciation and amortization
    (93,211 )     (82,224 )
 
   
 
     
 
 
Net property and equipment
    69,238       78,769  
Other assets:
               
Deposits — health care
    18,329       18,314  
Deposits — workers’ compensation
    44,184       21,357  
Other assets
    775       1,141  
 
   
 
     
 
 
Total other assets
    63,288       40,812  
 
   
 
     
 
 
Total assets
  $ 357,468     $ 348,071  
 
   
 
     
 
 

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ADMINISTAFF, INC.
CONSOLIDATED BALANCE SHEETS (Continued)
(in thousands)

LIABILITIES AND STOCKHOLDERS’ EQUITY

                 
    September 30,   December 31,
    2004
  2003
    (Unaudited)        
Current liabilities:
               
Accounts payable
  $ 1,586     $ 4,319  
Payroll taxes and other payroll deductions payable
    45,930       65,310  
Accrued worksite employee payroll cost
    88,960       65,503  
Accrued health insurance costs
    1,703       6,559  
Accrued workers’ compensation costs
    17,053       5,489  
Other accrued liabilities
    17,357       15,898  
Income taxes payable
          7,520  
Current portion of long-term debt
    1,900       1,860  
 
   
 
     
 
 
Total current liabilities
    174,489       172,458  
Noncurrent liabilities:
               
Long-term debt
    39,072       40,502  
Accrued workers’ compensation costs
    18,601       7,417  
Deferred income taxes
    2,971       5,060  
 
   
 
     
 
 
Total noncurrent liabilities
    60,644       52,979  
Commitments and contingencies
               
Stockholders’ equity:
               
Common stock
    309       309  
Additional paid-in capital
    101,454       101,681  
Treasury stock, at cost
    (64,451 )     (48,795 )
Accumulated other comprehensive income, net of tax
    (77 )      
Retained earnings
    85,100       69,439  
 
   
 
     
 
 
Total stockholders’ equity
    122,335       122,634  
 
   
 
     
 
 
Total liabilities and stockholders’ equity
  $ 357,468     $ 348,071  
 
   
 
     
 
 

See accompanying notes.

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ADMINISTAFF, INC.
CONSOLIDATED STATEMENTS OF OPERATIONS
(in thousands, except per share amounts)
(Unaudited)

                                 
    Three Months Ended   Nine Months Ended
    September 30,
  September 30,
    2004
  2003
  2004
  2003
Revenues (gross billings of $1.323 billion, $1.157 billion, $3.861 billion and $3.515 billion, less worksite employee payroll cost of $1.087 billion, $940 million, $3.141 billion and $2.852 billion, respectively)
  $ 235,865     $ 217,849     $ 720,804     $ 662,595  
Direct costs:
                               
Payroll taxes, benefits and workers’ compensation costs
    188,193       161,271       574,553       523,214  
 
   
 
     
 
     
 
     
 
 
Gross profit
    47,672       56,578       146,251       139,381  
Operating expenses:
                               
Salaries, wages and payroll taxes
    21,779       19,974       65,161       60,921  
General and administrative expenses
    12,322       12,613       37,003       38,037  
Commissions
    2,557       2,588       7,879       8,130  
Advertising
    1,547       2,297       5,955       6,294  
Depreciation and amortization
    4,376       5,328       13,497       16,042  
 
   
 
     
 
     
 
     
 
 
 
    42,581       42,800       129,495       129,424  
 
   
 
     
 
     
 
     
 
 
Operating income
    5,091       13,778       16,756       9,957  
Other income (expense):
                               
Interest income
    606       595       1,620       1,173  
Interest expense
    (517 )     (548 )     (1,566 )     (1,668 )
Other, net
    (37 )     22       8,249       480  
 
   
 
     
 
     
 
     
 
 
Income before income tax expense
    5,143       13,847       25,059       9,942  
Income tax expense
    1,531       5,470       9,398       3,747  
 
   
 
     
 
     
 
     
 
 
Net income from continuing operations
    3,612       8,377       15,661       6,195  
Discontinued operations:
                               
Loss from discontinued operations
          (1,334 )           (2,103 )
Income tax benefit
          (433 )           (736 )
 
   
 
     
 
     
 
     
 
 
Net loss from discontinued operations
          (901 )           (1,367 )
Net income
  $ 3,612     $ 7,476     $ 15,661     $ 4,828  
 
   
 
     
 
     
 
     
 
 
Basic net income per share of common stock:
                               
Income from continuing operations
  $ 0.14     $ 0.31     $ 0.60     $ 0.23  
Loss from discontinued operations
  $     $ (0.03 )   $     $ (0.05 )
 
   
 
     
 
     
 
     
 
 
Basic net income per share
  $ 0.14     $ 0.28     $ 0.60     $ 0.18  
 
   
 
     
 
     
 
     
 
 
Diluted net income per share of common stock:
                               
Income from continuing operations
  $ 0.14     $ 0.31     $ 0.58     $ 0.23  
Loss from discontinued operations
  $     $ (0.03 )   $     $ (0.05 )
 
   
 
     
 
     
 
     
 
 
Diluted net income per share
  $ 0.14     $ 0.28     $ 0.58     $ 0.18  
 
   
 
     
 
     
 
     
 
 

See accompanying notes.

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ADMINISTAFF, INC.
CONSOLIDATED STATEMENT OF STOCKHOLDERS’ EQUITY
NINE MONTHS ENDED SEPTEMBER 30, 2004
(in thousands)
(Unaudited)

                                                         
    Common Stock                   Accumulated        
    Issued   Additional           Other        
   
  Paid-In   Treasury   Comprehensive   Retained    
    Shares
  Amount
  Capital
  Stock
  Income
  Earnings
  Total
Balance at December 31, 2003
    30,839     $ 309     $ 101,681     $ (48,795 )   $     $ 69,439     $ 122,634  
Purchase of treasury stock
                      (17,153 )                 (17,153 )
Exercise of stock options
                (321 )     1,130                   809  
Sale of treasury stock to Administaff Employee Stock Purchase Plan
                76       265                   341  
Other
                18       102                   120  
Change in unrealized gain on marketable securities, net of tax:
                                                       
Unrealized loss
                            (63 )           (63 )
Realized gain
                            (14 )           (14 )
Net income
                                  15,661       15,661  
 
                                                   
 
 
Comprehensive income
                                                    15,584  
 
   
 
     
 
     
 
     
 
     
 
     
 
     
 
 
Balance at September 30, 2004
    30,839     $ 309     $ 101,454     $ (64,451 )   $ (77 )   $ 85,100     $ 122,335  
 
   
 
     
 
     
 
     
 
     
 
     
 
     
 
 

See accompanying notes.

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ADMINISTAFF, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS
(in thousands)
(Unaudited)

                 
    Nine Months Ended
    September 30,
    2004
  2003
Cash flows from operating activities:
               
Net income
  $ 15,661     $ 4,828  
Adjustments to reconcile net income to net cash provided by (used in) operating activities:
               
Depreciation and amortization
    13,659       17,293  
Bad debt expense
    358       161  
Deferred income taxes
    879       (394 )
Loss (gain) on the disposition of assets
    59       (495 )
Changes in operating assets and liabilities:
               
Restricted cash
    (11,209 )     (1,512 )
Accounts receivable
    (10,041 )     (3,989 )
Prepaid insurance
    10,389       (8,314 )
Other current assets
    2,517       (337 )
Other assets
    (22,617 )     (1,336 )
Accounts payable
    (2,733 )     (749 )
Payroll taxes and other payroll deductions payable
    (19,380 )     (23,124 )
Accrued worksite employee payroll expense
    23,457       7,730  
Accrued health insurance costs
    (4,856 )     (3,281 )
Accrued workers’ compensation costs
    22,748       3,822  
Other accrued liabilities
    1,459       3,800  
Income taxes payable/receivable
    (10,955 )     3,142  
 
   
 
     
 
 
Total adjustments
    (6,266 )     (7,583 )
 
   
 
     
 
 
Net cash provided by (used in) operating activities
    9,395       (2,755 )
Cash flows from investing activities:
               
Marketable securities:
               
Purchases
    (17,922 )     (21,943 )
Proceeds from maturities
    454       6,500  
Proceeds from dispositions
    13,081       7,405  
Cash received for note receivable
          2,709  
Property and equipment:
               
Purchases
    (4,169 )     (5,934 )
Proceeds from dispositions
    173       188  
Proceeds from the sale of investment in other companies
          457  
 
   
 
     
 
 
Net cash used in investing activities
    (8,383 )     (10,618 )

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ADMINISTAFF, INC.
CONSOLIDATED STATEMENTS OF CASH FLOWS (Continued)
(in thousands)
(Unaudited)

                 
    Nine Months Ended
    September 30,
    2004
  2003
Cash flows from financing activities:
               
Purchase of treasury stock
  $ (17,153 )   $ (8,233 )
Principal repayments on long-term debt and capital lease obligations
    (1,390 )     (1,334 )
Proceeds from the exercise of stock options
    809       333  
Proceeds from sale of common stock to the Administaff Employee Stock Purchase Plan
    341       405  
Other
    120       124  
 
   
 
     
 
 
Net cash used in financing activities
    (17,273 )     (8,705 )
 
   
 
     
 
 
Net decrease in cash and cash equivalents
    (16,261 )     (22,078 )
Cash and cash equivalents at beginning of period
    104,728       71,799  
 
   
 
     
 
 
Cash and cash equivalents at end of period
  $ 88,467     $ 49,721  
 
   
 
     
 
 
Supplemental disclosures:
               
Cash paid for income taxes
  $ 19,670     $ 297  
Cash paid for interest
  $ 1,470     $ 1,571  

See accompanying notes.

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ADMINISTAFF, INC.
NOTES TO CONSOLIDATED FINANCIAL STATEMENTS (Unaudited)
September 30, 2004

1.   Basis of Presentation

     Administaff, Inc. (“the Company”) is a professional employer organization (“PEO”). As a PEO, the Company provides a bundled comprehensive service for its clients in the area of personnel management. The Company provides its comprehensive service through its Personnel Management System, which encompasses a broad range of human resource functions, including payroll and benefits administration, health and workers’ compensation insurance programs, personnel records management, employer liability management, employee recruiting and selection, employee performance management, and employee training and development. For the nine months ended September 30, 2004 and 2003, revenues from the Company’s Texas markets represented 39% and 40% of the Company’s total revenues, respectively.

     The consolidated financial statements include the accounts of the Company and its wholly owned subsidiaries. Intercompany accounts and transactions have been eliminated in consolidation.

     The preparation of financial statements in conformity with generally accepted accounting principles in the United States requires management to make estimates and assumptions that affect the amounts reported in the financial statements and accompanying notes. Actual results could differ from those estimates.

     The accompanying consolidated financial statements should be read in conjunction with the Company’s audited consolidated financial statements for the year ended December 31, 2003. The Consolidated Balance Sheet at December 31, 2003, has been derived from the audited financial statements at that date but does not include all of the information or footnotes required by generally accepted accounting principles for complete financial statements. The Company’s Consolidated Balance Sheet at September 30, 2004, and the Consolidated Statements of Operations, Cash Flows and Stockholders’ Equity for the interim periods ended September 30, 2004 and 2003, have been prepared by the Company without audit. In the opinion of management, all adjustments, consisting only of normal recurring adjustments necessary to present fairly the consolidated financial position, results of operations and cash flows have been made. Certain prior year amounts have been reclassified to conform to the 2004 presentation.

     The results of operations for the interim periods are not necessarily indicative of the operating results for a full year or of future operations. Historically, the Company’s earnings pattern has included losses in the first quarter, followed by improved results in subsequent quarters throughout the year. This pattern is due to the effects of employment-related taxes that are based on each employee’s cumulative earnings up to specified wage levels, causing employment-related tax costs to be highest in the first quarter and then decline over the course of the year. Prior to 2004, the Company’s revenues related to each employee have been generally earned and collected at a relatively constant rate throughout the year; therefore, payment of such

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tax obligations had a substantial impact on the Company’s financial condition and results of operations during the first nine months of the year.

     As a result of modifications to the Client Service Agreement, effective January 1, 2003, the Company implemented a new pricing and billing system for new and renewing clients (“New Billing System”). For clients active on the New Billing System in January of any year, the estimated payroll tax component of the comprehensive service fee is invoiced at a higher rate earlier in the year to more closely reflect the pattern of incurred payroll tax costs. However, new clients enrolling subsequent to January of any year are invoiced at a relatively constant rate throughout the remaining portion of each year, resulting in improved profitability over the course of the year for those clients. Accordingly, the impact of new and renewing clients invoiced on the New Billing System in January 2003, which represented approximately 20% of the Company’s client base, resulted in a partial offset of the Company’s historical earnings pattern in 2003. Substantially all clients have been invoiced by the New Billing System since January 2004. For those clients active on the New Billing System in the month of January 2004, a complete offset of the Company’s historical earnings pattern is expected. Other factors that affect direct costs could mitigate or enhance this trend.

Stock-Based Compensation

     At September 30, 2004, the Company has three stock-based employee compensation plans. The Company accounts for these plans under the recognition and measurement principles of Accounting Principles Board Opinion No. 25, Accounting for Stock Issued to Employees, and related interpretations. No stock-based compensation cost is reflected in net income, as all options granted under those plans had an exercise price equal to the market value of the underlying common stock on the date of grant. The following table illustrates the effect of net income and net income per share if the Company had applied the fair value recognition provisions of Statement of Financial Accounting Standards No. 123, Accounting for Stock-Based Compensation, to stock-based employee compensation.

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    Three Months Ended   Nine Months Ended
    September 30,
  September 30,
    2004
  2003
  2004
  2003
    (in thousands)   (in thousands)
Net income as reported
  $ 3,612     $ 7,476     $ 15,661     $ 4,828  
Deduct: Total stock-based employee compensation expense determined under fair value based method for all awards, net of related tax effects
    (581 )     (1,139 )     (1,904 )     (5,105 )
 
   
 
     
 
     
 
     
 
 
Pro forma net income (loss)
  $ 3,031     $ 6,337     $ 13,757     $ (277 )
 
   
 
     
 
     
 
     
 
 
Net income (loss) per share:
                               
Basic — as reported
  $ 0.14     $ 0.28     $ 0.60     $ 0.18  
Basic — pro forma
  $ 0.12     $ 0.23     $ 0.52     $ (0.01 )
Diluted — as reported
  $ 0.14     $ 0.28     $ 0.58     $ 0.18  
Diluted — pro forma
  $ 0.11     $ 0.23     $ 0.51     $ (0.01 )

     The fair value for these options was estimated at the date of grant using a Black-Scholes option pricing model. For options granted during the periods above, the following assumptions were used: volatility ranging from 92% to 93%, expected life of five years, risk free interest rate ranging from 3.0% to 3.4% and a dividend yield of 0%. The weighted average fair value of options granted in the nine months ended September 30, 2004 and 2003 was $12.23 and $4.76.

     The Black-Scholes option valuation model was developed for use in estimating the fair value of traded options, which have no vesting restrictions and are fully transferable. In addition, option valuation models require the input of highly subjective assumptions, including the expected stock price volatility. Because the Company’s employee stock options have characteristics significantly different from those of traded options, and because changes in the subjective input assumptions can materially affect the fair value estimate, in the Company’s opinion, the existing models do not necessarily provide a reliable single measure of the fair value of its employee stock options.

2.   Accounting Policies

Health Insurance Costs

     The Company provides health insurance coverage to its worksite employees through a national network of carriers including UnitedHealthcare (“United”), Cigna Healthcare, PacifiCare, Kaiser Permanente, Tufts, Blue Shield of California, and Blue Cross and Blue Shield of Georgia, all of which provide fully insured policies. The policy with United provides the majority of the Company’s health insurance coverage. Pursuant to the terms of the Company’s annual contract with United, within 195 days after contract termination, a final accounting of the

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plan will be performed and the Company will receive a refund for any accumulated surplus or will be liable for any accumulated deficit in the plan, up to the amount of the Company’s then-outstanding security deposit with United. As of September 30, 2004, the Company’s security deposit with United totaled $17.5 million and is included in deposits in the Company’s Consolidated Balance Sheet. As a result of these contractual terms, the Company accounts for this plan using a partially self-funded insurance accounting model.

     Each reporting period, the Company records the costs of the United Plan, including paid claims, an estimate of the change in incurred but not reported (“IBNR”) claims, taxes and administrative fees (collectively the “Plan Costs”) as benefits expense in the Consolidated Statements of Operations. The estimated IBNR claims are based upon both (i) a recent average level of paid claims under the plan; and (ii) an estimated lag factor, to provide for those claims which have been incurred but not yet paid.

     Under the terms of the contract, United establishes cash funding rates 90 days in advance of the beginning of a reporting quarter. If the Plan Costs for a reporting quarter are greater than the cash funded to United, a deficit in the plan would be incurred and the Company would accrue a current liability for the excess costs on its Consolidated Balance Sheet. On the other hand, if the Plan Costs for the reporting quarter are less than the cash funded to United, a surplus in the plan would be incurred and the Company would record a current asset for the excess premiums on its Consolidated Balance Sheet. During the three months ended September 30, 2004, Plan Costs were less than the cash funded to United by $1.5 million, resulting in an accumulated cash surplus from the inception of the plan of $9.6 million, which is included in prepaid insurance in the Company’s Consolidated Balance Sheets.

Workers’ Compensation Costs

     In September 2004, the Company renewed its workers’ compensation policy with selected member insurance companies of American International Group, Inc. (“AIG”). Under its arrangement with AIG, which ends on September 30, 2005, the Company bears the economic burden for the first $1 million layer of claims per occurrence. AIG bears the economic burden for all claims in excess of such first $1 million layer. The policy is a fully insured policy whereby AIG has the responsibility to pay all claims incurred under the policy regardless of whether the Company satisfies its responsibilities. As of September 30, 2004, the total collateral held by AIG was $13 million, which is included in deposits in the Company’s Consolidated Balance Sheets. There are no additional collateral requirements in the new policy.

     Under its arrangement with AIG, the Company makes monthly payments to AIG comprised of premium costs and funds to be set aside for payment of future claims (“claim funds”). The claim funds are retained and held by AIG until claims are submitted and processed for payment to the insured. As of September 30, 2004, the total claim funds held by AIG was $47.0 million, of which $15.8 million is included in restricted cash and $31.2 million is included in deposits in the Company’s Consolidated Balance Sheets.

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     The Company employs a third party actuary to estimate its workers’ compensation claims cost based on worksite employee payroll levels, the nature of the worksite employees’ job responsibilities, historical paid claim data and other actuarial assumptions. Each reporting period, changes in the actuarial assumptions resulting from changes in actual claims experience and other trends are incorporated into the Company’s workers’ compensation claims cost estimates. As of September 30, 2004, the Company has estimated $34.4 million in outstanding workers’ compensation claims, net of paid claims, and accrued such amounts in accrued workers’ compensation costs in the Company’s Consolidated Balance Sheets. Workers’ compensation cost estimates are discounted to present value at an average rate of 2.5%, are accreted over the estimated claim payment period and are included as a component of workers’ compensation costs in the Company’s Consolidated Statements of Operations.

     The following table provides the activity and balances related to accrued workers’ compensation claims for the nine months ended September 30, 2004 (in thousands):

         
Beginning balance
  $ 12,000  
Accrued claims
    31,942  
Present value discount
    (2,837 )
Paid claims
    (6,711 )
 
   
 
 
Ending balance
  $ 34,394  
 
   
 
 
Current portion of accrued claims
  $ 15,793  
Long-term portion of accrued claims
    18,601  
 
   
 
 
 
  $ 34,394  
 
   
 
 

3.   Stockholders’ Equity

     The Company’s Board of Directors has authorized the repurchase of up to 8,000,000 shares of the Company’s outstanding common stock, including 1,000,000 shares authorized in February 2004 and 1,000,000 shares authorized in September 2004. As of September 30, 2004, the Company has repurchased 6,752,523 shares under this authorization at a total cost of $82.8 million, including 1,411,000 shares at a total cost of $17.2 million in the nine months ended September 30, 2004.

4.   Income Taxes

     The Company’s provision for income taxes differed from the U.S. statutory rate of 35% primarily due to state income taxes and non-deductible expenses. The income tax rate for the nine months ended September 30, 2004 was 37.5%. During the third quarter of 2004, the Company recorded a $400,000, or $0.02 per share, cumulative tax adjustment due to a change in estimate resulting from the favorable impact of the Company’s captive insurance subsidiary on state income tax rates.

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5.   Net Income Per Share

     The numerator used in the calculations of both basic and diluted net income per share for all periods presented was net income. The denominator for each period presented was determined as follows:

                                 
    Three Months Ended   Nine Months Ended
    September 30,
  September 30,
    2004
  2003
  2004
  2003
Basic net income per share — weighted average shares outstanding
    25,882       26,626       26,312       26,874  
Effect of dilutive securities:
                               
Common stock options — treasury stock method
    564       525       802       316  
 
   
 
     
 
     
 
     
 
 
Diluted net income per share — weighted average shares outstanding plus effect of dilutive securities
    26,446       27,151       27,114       27,190  
 
   
 
     
 
     
 
     
 
 
Potentially dilutive securities not included in weighted average share calculation due to anti-dilutive effect
    4,093       5,407       3,880       6,105  
 
   
 
     
 
     
 
     
 
 

6.   Commitments and Contingencies

     The Company is a defendant in various lawsuits and claims arising in the normal course of business. Management believes it has valid defenses in these cases and is defending them vigorously. While the results of litigation cannot be predicted with certainty, except as set forth below, management believes the final outcome of such litigation will not have a material adverse effect on the Company’s financial position or results of operations.

Aetna Healthcare Litigation

     On November 5, 2001, the Company filed a lawsuit against Aetna Life Insurance Company (“Aetna”). The Company alleged, among other things, that during the third quarter of 2001, Aetna breached its contract with the Company. Aetna filed a counterclaim alleging, among other things, that the Company breached its contractual obligations to Aetna. On October 30, 2003, a jury returned a verdict in favor of the Company, awarding the Company $15.5 million in compensatory damages. On November 7, 2003, the court entered a final judgment in favor of Administaff in the amount of $15.5 million, with post judgment interest at a rate of 1.3% per annum. On December 10, 2003, the court granted Aetna’s motion to reduce the judgment to $10.6 million. Aetna subsequently filed its notice to appeal the judgment and other rulings of the trial court.

     During the first quarter of 2004, the Company and Aetna executed a settlement agreement. Under the terms of the agreement, Aetna paid $8.25 million to the Company and both parties released all claims and agreed to dismiss all court proceedings. The settlement is recorded in other income in the Company’s first quarter 2004 Consolidated Statements of Operations.

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Class Action Litigation

     On June 13, 2003, a class action lawsuit was filed against the Company in the United States District Court for the Southern District of Texas on behalf of purchasers of the Company’s common stock alleging violations of the federal securities laws. After that date, six similar class actions were filed against the Company in that court. Those lawsuits also named as defendants certain of the Company’s officers and directors. Those lawsuits generally allege that the Company and certain of its officers and directors made false and misleading statements or failed to make adequate disclosures concerning, among other things: (i) the Company’s pricing and billing systems with respect to recalibrating pricing for clients that experienced a decline in average payroll cost per worksite employee; (ii) the matching of price and cost for health insurance on new and renewing client contracts; and (iii) the Company’s former method of reporting worksite employee payroll costs as revenue. The complaints sought unspecified damages, among other remedies. On March 31, 2004, the court entered an order consolidating all of the cases and appointing Carpenters Pension Trust for South California as “lead plaintiff” and Milberg Weiss Barshad Hynes & Lerach LLP as “lead counsel”. The lead plaintiff alleges that its losses are $352,000, although the alleged damages of the purported class have not been specified.

     In May 2004, the lead plaintiff filed its Consolidated Complaint, which amended and consolidated the seven previously filed cases. In the Consolidated Complaint, the lead plaintiff has essentially abandoned the allegations of fraud contained in the initial seven lawsuits. Through the Consolidated Complaint, the lead plaintiff now generally asserts, among other things, that the Company and certain of its officers and directors fraudulently made false and misleading statements regarding the cost of its health plan during 2001 and 2002. In June 2004, the Company filed a motion to dismiss the Consolidated Complaint. The Company believes these claims are without merit and intends to vigorously defend this litigation. As a result of the uncertainty regarding the outcome of this matter, no provision has been made in the accompanying consolidated financial statements.

State Unemployment Taxes

     The Company records its state unemployment (“SUI”) tax expense based on taxable wages and tax rates assigned by each state. State unemployment tax rates vary by state and are determined, in part, based on prior years’ compensation experience in each state. Prior to the receipt of final tax rate notices, the Company estimates its expected SUI tax rate in those states for which tax rate notices have not yet been received.

     In December 2001, as a result of the 2001 corporate reorganization, the Company filed for a transfer of its reserve account with the Employment Development Department of the State of California (“EDD”). The EDD approved the Company’s request for transfer of its reserve account in May 2002 and also notified the Company of its new contribution rates based upon the approved transfer. In December 2003, the Company received a Notice of Duplicate Accounts and Notification of Assessment from the EDD (the “Notice”). The Notice stated that the EDD was collapsing the accounts of the Company’s subsidiaries into the account of the entity with the highest unemployment tax rate. The Notice also retroactively imposed the higher unemployment insurance rate on all of the Company’s California employees for 2003, resulting in an assessment

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of $5.6 million. In January 2004, the Company filed a petition with an administrative law judge of the California Unemployment Insurance Appeals Board (“ALJ”) to protest the Notice. Pending a resolution of its protest, in the fourth quarter of 2003 the Company accrued and recorded at the higher assessed rate for all of 2003.

     In June 2004, the Company agreed to settle its dispute with the EDD for $3.3 million. Based upon receipt of written acknowledgement of this agreement, the Company reduced its accrued payroll tax liability and payroll tax expense by $2.3 million during the quarter ended June 30, 2004. The Settlement is subject to final approval by EDD’s legal department, the California Attorney General’s office and the ALJ. In October 2004, the legal department of the EDD verbally indicated they considered the previously agreed-upon settlement amount to be insufficient and suggested a settlement amount of $5.2 million. Discussions with the State of California are ongoing, and the Company continues to believe that the estimated liability of $3.3 million is appropriate based on the merits of its case and the estimated range of likely outcomes of $3.3 million to $5.2 million. However, if the settlement amount of $3.3 million is not ultimately approved by the State of California, or if the Company chooses to litigate this matter and the outcome is adverse to the Company, the Company may recognize an increase in its payroll tax expense in a future period. Conversely, if the Company chooses to litigate this matter and the outcome is favorable to the Company, the Company may recognize a decrease in its payroll tax expense in a future period.

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ITEM 2. MANAGEMENT’S DISCUSSION AND ANALYSIS OF FINANCIAL CONDITION AND RESULTS OF OPERATIONS.

     The following discussion should be read in conjunction with the 2003 annual report on Form 10-K, as well as with the consolidated financial statements and notes thereto included in this quarterly report on Form 10-Q.

Critical Accounting Policies and Estimates

     The Company’s discussion and analysis of its financial condition and results of operations are based upon its consolidated financial statements, which have been prepared in accordance with accounting principles generally accepted in the United States. The preparation of these financial statements requires the Company to make estimates and judgments that affect the reported amounts of assets, liabilities, revenues and expenses, and related disclosure of contingent assets and liabilities. On an ongoing basis, the Company evaluates its estimates, including those related to health and workers’ compensation insurance claims experience, state unemployment taxes, client bad debts, income taxes, and contingent liabilities. The Company bases its estimates on historical experience and on various other assumptions that management believes to be reasonable under the circumstances, the results of which form the basis for making judgments about the carrying values of assets and liabilities are not readily apparent from other sources. Actual results may differ from these estimates.

     The Company believes the following accounting policies are critical and/or require significant judgments and estimates used in the preparation of its consolidated financial statements:

  Revenue and direct cost recognition — The Company accounts for its revenues in accordance with Emerging Issues Task Force (“EITF”) 99-19, Reporting Revenues Gross as a Principal Versus Net as an Agent. The Company’s revenues are derived from its gross billings, which are based on (i) the payroll cost of its worksite employees; and (ii) a markup computed as a percentage of the payroll cost. The gross billings are invoiced concurrently with each periodic payroll of its worksite employees. Revenues are recognized ratably over the payroll period as worksite employees perform their service at the client worksite. Revenues that have been recognized but not invoiced are included in unbilled accounts receivable on the Company’s Consolidated Balance Sheets.
 
    In determining the pricing of the markup component of the gross billings, the Company takes into consideration its estimates of the costs directly associated with its worksite employees, including payroll taxes, benefits and workers’ compensation costs, plus an acceptable gross profit margin. As a result, the Company’s operating results are significantly impacted by the Company’s ability to accurately estimate, control and manage its direct costs relative to the revenues derived from the markup component of the Company’s gross billings.

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    Consistent with its revenue recognition policy, the Company’s direct costs do not include the payroll cost of its worksite employees. The Company’s direct costs associated with its revenue generating activities are comprised of all other costs related to its worksite employees, such as the employer portion of payroll-related taxes, employee benefit plan premiums and workers’ compensation insurance costs.
 
  Benefits costs — The Company provides health insurance coverage to its worksite employees through a national network of carriers including UnitedHealthcare (“United”), Cigna Healthcare, PacifiCare, Kaiser Permanente, Tufts, Blue Shield of California, and Blue Cross and Blue Shield of Georgia, all of which provide fully insured policies. The policy with United provides the majority of the Company’s health insurance coverage. Pursuant to the terms of the Company’s annual contract with United, within 195 days after contract termination, a final accounting of the plan will be performed and the Company will receive a refund for any accumulated surplus or will be liable for any accumulated deficit in the plan, up to the amount of the Company’s then-outstanding security deposit with United. As of September 30, 2004, the Company’s security deposit with United totaled $17.5 million and is included in deposits in the Company’s Consolidated Balance Sheet. As a result of these contractual terms, the Company accounts for this plan using a partially self-funded insurance accounting model.
 
    Each reporting period, the Company records the costs of the United Plan, including paid claims, an estimate of the change in incurred but not reported (“IBNR”) claims, taxes and administrative fees (collectively the “Plan Costs”) as benefits expense in the Consolidated Statements of Operations. The estimated IBNR claims are based upon both (i) a recent average level of paid claims under the plan; and (ii) an estimated lag factor, to provide for those claims which have been incurred but not yet paid.
 
    Under the terms of the contract, United establishes plan participant cash funding rates 90 days in advance of the beginning of a reporting quarter. If the Plan Costs for a reporting quarter are greater than the cash funded to United, a deficit in the plan would be incurred and the Company would accrue a current liability for the excess costs on its Consolidated Balance Sheet. On the other hand, if the Plan Costs for the reporting quarter are less than the cash funded to United, a surplus in the plan would be incurred and the Company would record a current asset for the excess premiums on its Consolidated Balance Sheet. During the three months ended September 30, 2004, the Plan Costs were less than the cash funded to United by $1.5 million, resulting in an accumulated cash surplus from the inception of the plan of $9.6 million, which is included in prepaid insurance in the Company’s Consolidated Balance Sheets.
 
  State unemployment taxes — The Company records its state unemployment (“SUI”) tax expense based on taxable wages and tax rates assigned by each state. State unemployment tax rates vary by state and are determined, in part, based on prior years’ compensation experience in each state. The Company must estimate its expected SUI tax rate in those states for which tax rate notices have not yet been received.

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    As a result of the 2001 corporate restructuring, the Company filed for a transfer of its reserve account with the Employment Development Department of the State of California (“EDD”). The EDD approved the Company’s request for transfer of its reserve account in May 2002 and also notified the Company of its new contribution rates based upon the approved transfer. In December 2003, the Company received a Notice of Duplicate Accounts and Notification of Assessment from the EDD (“the Notice”). The Notice stated that the EDD was collapsing the accounts of the Company’s subsidiaries into the account of the entity with the highest unemployment tax rate. The Notice also retroactively imposed the higher unemployment insurance rate on all the Company’s California employees for 2003, resulting in an assessment of $5.6 million. In January 2004, the Company filed a petition with an administrative law judge of the California Unemployment Insurance Appeals Board (“ALJ”) to protest the Notice. Pending a resolution of its protest, in the fourth quarter of 2003 the Company accrued and recorded at the higher assessed rate for all of 2003.
 
    In June 2004, the Company agreed to settle its dispute with the EDD for $3.3 million (“Settlement”). Based upon receipt of written acknowledgement of this agreement, the Company reduced its accrued payroll tax liability and payroll tax expense by $2.3 million during the quarter ended June 30, 2004. The Settlement is subject to final approval by EDD’s legal department, the California Attorney General’s office and the ALJ. In October 2004, the legal department of the EDD verbally indicated they considered the previously agreed-upon settlement amount to be insufficient and suggested a settlement amount of $5.2 million. Discussions with the State of California are ongoing, and the Company continues to believe that the estimated liability of $3.3 million is appropriate based on the merits of its case and the estimated range of likely outcomes of $3.3 million to $5.2 million. However, if the settlement amount of $3.3 million is not ultimately approved by the State of California, or if the Company chooses to litigate this matter and the outcome is adverse to the Company, the Company may recognize an increase in its payroll tax expense in a future period. Conversely, if the Company chooses to litigate this matter and the outcome is favorable to the Company, the Company may recognize a decrease in its payroll tax expense in a future period.
 
  Workers’ compensation costs — In September 2004, the Company renewed its workers’ compensation policy with selected member insurance companies of American International Group, Inc. (“AIG”). Under its arrangement with AIG, the Company bears the economic burden for the first $1 million layer of claims per occurrence. AIG bears the economic burden for all claims in excess of such first $1 million layer. The policy is a fully insured policy whereby AIG has the responsibility to pay all claims incurred under the policy regardless of whether the Company satisfies its responsibilities.
 
    The Company employs a third party actuary to estimate its workers’ compensation claims cost based on worksite employee payroll levels, the nature of the worksite employees’ job responsibilities, historical paid claim data and other actuarial assumptions. Each reporting period, changes in the actuarial assumptions resulting from changes in actual claims experience and other trends are incorporated into the Company’s workers’ compensation claims cost estimates. As of September 30, 2004, the Company has estimated and accrued

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    $34.4 million in workers’ compensation claims, net of paid claims, which is included in accrued workers’ compensation costs in the Company’s Consolidated Balance Sheets. Workers’ compensation cost estimates are discounted to present value at an average rate of 2.5%, are accreted over the estimated claim payment period and are included as a component of workers’ compensation costs in the Company’s Consolidated Statements of Operations.

  Contingent liabilities — The Company accrues and discloses contingent liabilities in its consolidated financial statements in accordance with Statement of Financial Accounting Standards (“SFAS”) No. 5, Accounting for Contingencies. SFAS No. 5 requires accrual of contingent liabilities that are considered probable to occur and can be reasonably estimated. For contingent liabilities that are considered reasonably possible to occur, financial statement disclosure is required, including the range of possible loss if it can be reasonably determined. The Company has disclosed in its audited financial statements several issues that it believes are reasonably possible to occur, although it cannot determine the range of possible loss in all cases. As these issues develop, the Company will continue to evaluate the probability of future loss and the potential range of such losses. If such evaluation were to determine that a loss was probable and the loss could be reasonably estimated, the Company would be required to accrue its estimated loss, which would reduce net income in the period such determination was made.

  Deferred taxes — The Company has recorded a valuation allowance to reduce its deferred tax assets to the amount that is more likely than not to be realized. While the Company has considered future taxable income and ongoing prudent and feasible tax planning strategies in assessing the need for the valuation allowance, the Company’s ability to realize its deferred tax assets could change from its current estimates. If the Company determines it would be able to realize its deferred tax assets in the future in excess of its net recorded amount, an adjustment to reduce the valuation allowance would increase net income in the period that such determination is made. Likewise, should the Company determine it will not be able to realize all or part of its net deferred tax assets in the future, an adjustment to increase the valuation allowance would reduce net income in the period such determination is made.
 
  Allowance for doubtful accounts — The Company maintains an allowance for doubtful accounts for estimated losses resulting from the inability of its clients to pay its comprehensive service fees. The Company believes the success of its business is heavily dependent on its ability to collect these comprehensive service fees for several reasons, including: (i) the fact that the Company is at risk for the payment of its direct costs and worksite employee payroll costs regardless of whether its clients pay their comprehensive service fees; (ii) the large volume and dollar amount of transactions processed by the Company; and (iii) the periodic and recurring nature of payroll, upon which the comprehensive service fees are based. To mitigate this risk, the Company has established very tight credit policies. The Company generally requires its clients to pay their comprehensive service fees no later than one day prior to the applicable payroll date. In addition, the Company maintains the right to terminate its Client Service Agreement and associated worksite employees or to require prepayment, letters of credit or other collateral upon deterioration in a client’s financial position or upon nonpayment by a client. As a

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    result of these efforts, losses related to client nonpayment have historically been low as a percentage of revenues. However, if the financial condition of the Company’s clients were to deteriorate rapidly, resulting in nonpayment, the Company’s accounts receivable balances could grow and the Company could be required to provide for additional allowances, which would decrease net income in the period that such determination was made.

  Property and equipment — The Company’s property and equipment relate primarily to its facilities and related improvements, furniture and fixtures, computer hardware and software and capitalized software development costs. These costs are depreciated or amortized over the estimated useful lives of the assets. If the useful lives of these assets were determined to be shorter than their current estimates, the Company’s depreciation and amortization expense could be accelerated, which would decrease net income in the periods of such a determination. In addition, the Company periodically evaluates these costs for impairment in accordance with SFAS No. 144, Accounting for Impairment or Disposal of Long-Lived Assets. If events or circumstances were to indicate that any of the Company’s long-lived assets might be impaired, the Company would analyze the estimated undiscounted future cash flows to be generated from the applicable asset. In addition, the Company would record an impairment loss, which would reduce net income, to the extent the carrying value of the asset exceeded the fair value of the asset. Fair value is generally determined using an estimate of discounted future net cash flows from operating activities or upon disposal of the asset.

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Results of Operations

     Three Months Ended September 30, 2004 Compared to Three Months Ended September 30, 2003.

     The following table presents certain information related to the Company’s results of operations for the three months ended September 30, 2004 and 2003.

                         
    Three months ended    
    September 30,    
   
  %
    2004
  2003
  Change
    (in thousands, except per share and statistical data)
Revenues (gross billings of $1.323 billion and $1.157 billion, less worksite employee payroll cost of $1.087 billion and $940 million, respectively)
  $ 235,865     $ 217,849       8.3 %
Gross profit
    47,672       56,578       (15.7 )%
Operating expenses
    42,581       42,800       (0.5 )%
Operating income
    5,091       13,778       (63.0 )%
Other income
    52       69       (24.6 )%
Net income
    3,612       7,476       (51.7 )%
Diluted net income per share of common stock
    0.14       0.28       (50.0 )%
Statistical Data:
                       
Average number of worksite employees paid per month
    78,817       74,281       6.1 %
Revenues per worksite employee per month(1)
  $ 998     $ 978       2.0 %
Gross profit per worksite employee per month
    202       254       (20.5 )%
Operating expenses per worksite employee per month
    180       192       (6.3 )%
Operating income per worksite employee per month
    22       62       (64.5 )%
Net income per worksite employee per month
    15       34       (55.9 )%


(1)   Gross billings of $5,596 and $5,194 per worksite employee per month less payroll cost of $4,598 and $4,216 per worksite employee per month, respectively.

     Comparability between the 2004 and 2003 periods has been significantly impacted by a contractual change with clients allowing the Company to invoice its comprehensive service fee, for those clients active in January of any year, at a higher rate earlier in the year to more closely reflect the annual pattern of employer-related payroll tax costs (“New Billing System”). However, new clients enrolling subsequent to January of any year are invoiced at a relatively constant rate throughout the remaining portion of each year, resulting in improved profitability throughout the course of the year for those clients. Beginning in 2004, substantially all of the Company’s client base was invoiced on the New Billing System, compared to only 20% in 2003. Prior to 2004, the Company’s earnings pattern included losses in the first quarter, followed by improved profitability in subsequent quarters throughout the year.

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     Revenues

     The Company’s revenues for the third quarter of 2004 increased 8.3% over the 2003 period due to a 2.0%, or $20, increase in revenues per worksite employee per month and a 6.1% increase in the average number of worksite employees paid per month.

     The comparability of the Company’s regional revenue growth has been impacted by the New Billing System. By region, the Company’s revenue growth over the third quarter of 2003 and revenue distribution for the quarter ended September 30, 2004 were as follows:

                                         
    Three months ended September 30,
  Three months ended September 30,
    2004
  2003
  % Change
  2004
  2003
    (in thousands)   (% of total revenues)
Northeast
  $ 33,009     $ 28,214       17.0 %     14.0 %     12.9 %
Southeast
    21,681       23,730       (8.6 )%     9.2 %     10.9 %
Central
    32,918       32,641       0.8 %     13.9 %     15.0 %
Southwest
    91,930       85,197       7.9 %     39.0 %     39.1 %
West
    54,919       46,836       17.3 %     23.3 %     21.5 %
Other revenue
    1,408       1,231       14.4 %     0.6 %     0.6 %
 
   
 
     
 
             
 
     
 
 
Total revenue
  $ 235,865     $ 217,849       8.3 %     100.0 %     100.0 %
 
   
 
     
 
             
 
     
 
 

     The Company’s unit growth rate is affected by three primary sources — new client sales, client retention and the net change in existing clients through worksite employee new hires and layoffs. During the third quarter of 2004, all three sources of paid worksite employees improved as compared to the 2003 period.

     Gross Profit

     Gross profit for the third quarter of 2004 decreased 15.7% to $47.7 million compared to the third quarter of 2003. The average gross profit per worksite employee decreased 20.5% to $202 per month in the 2004 period from $254 per month in the 2003 period. The decline was primarily due to the New Billing System. Additionally, the third quarter of 2003 includes a $3.9 million reduction in payroll tax expense resulting from the receipt of the final 2002 and 2003 Texas state unemployment tax rates. The Company’s pricing objectives attempt to maintain or improve the gross profit per worksite employee by increasing revenue per worksite employee to match or exceed changes in its primary direct costs and operating expenses.

     The Company’s primary direct costs, which include payroll taxes, benefits and workers’ compensation expenses, increased 9.9% to $796 per worksite employee per month in the third quarter of 2004 versus $724 in the third quarter of 2003.

  Payroll tax costs — Payroll taxes increased 27.0% or $52 per worksite employee per month compared to the third quarter of 2003. The overall cost of payroll taxes as a percentage of payroll cost increased to 6.88% in the 2004 period from 6.26% in the 2003 period. The increase was the result of (i) higher weighted average effective state unemployment tax rates in the 2004 period as compared to the 2003 period; and (ii) the $3.9 million, or 0.42% of

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    payroll cost, reduction in state unemployment taxes in the third quarter of 2003 related to the receipt of the final 2002 and 2003 rates from the Texas Workforce Commission. See “Critical Accounting Policies and Estimates — State Unemployment Taxes” on page 18 for a discussion of the Company’s accounting for state unemployment taxes.

  Benefits costs — The cost of health insurance and related employee benefits increased 11.4%, or $19 per worksite employee per month over the third quarter of 2003. This increase is due to a 3.3% increase in the cost per covered employee and an increase in the percentage of worksite employees covered under the Company’s health insurance plans to 71.0% in the 2004 period from 69.9% in the 2003 period. See “Critical Accounting Policies and Estimates — Benefits Costs” on page 18 for a discussion of the Company’s accounting for health insurance costs.

  Workers’ compensation costs — Workers’ compensation costs increased 4.8%, but on a per worksite employee per month basis, decreased by $1 compared to the third quarter of 2003. As a percentage of non-bonus payroll cost, workers’ compensation costs decreased to 1.41% in the 2004 period from 1.54% in the 2003 period. During the 2003 period, the Company incurred approximately $600,000, or 0.07% of non-bonus payroll cost, in expenses related to the early termination of its former workers’ compensation insurance contract. See “Critical Accounting Policies and Estimates — Workers’ Compensation Costs” on page 19 for a discussion of the Company’s accounting for workers’ compensation costs.

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     Operating Expenses

     The following table presents certain information related to the Company’s operating expenses for the three months ended September 30, 2004 and 2003.

                                                 
    Three months ended September 30,
  Three months ended September 30,
    2004
  2003
  % change
  2004
  2003
  % change
    (in thousands)   (per worksite employee per month)
Salaries, wages and payroll taxes
  $ 21,779     $ 19,974       9.0 %   $ 92     $ 90       2.2 %
General and administrative expenses
    12,322       12,613       (2.3 )%     52       56       (7.1 )%
Commissions
    2,557       2,588       (1.2 )%     11       12       (8.3 )%
Advertising
    1,547       2,297       (32.7 )%     7       10       (30.0 )%
Depreciation and amortization
    4,376       5,328       (17.9 )%     18       24       (25.0 )%
 
   
 
     
 
             
 
     
 
         
Total operating expenses
  $ 42,581     $ 42,800       (0.5 )%   $ 180     $ 192       (6.3 )%
 
   
 
     
 
             
 
     
 
         

     Operating expenses remained relatively flat with the third quarter of 2003. Operating expense per worksite employee decreased to $180 per month in the 2004 period from $192 in the 2003 period. The components of operating expenses changed as follows:

  Salaries, wages and payroll taxes of corporate and sales staff increased 9.0%, or $2 per worksite employee per month, compared to the 2003 period, due primarily to a 3.4% increase in headcount, a 3.5% increase in average pay, and a $450,000 decrease in capitalized software development costs.
 
  General and administrative expenses decreased 2.3%, or $4 per worksite employee per month, compared to the third quarter of 2003, due primarily to higher legal fees in the 2003 period associated with the legal dispute with Aetna, partially offset by a $400,000 accrual for Texas use taxes in 2004.
 
  Commissions expense decreased 1.2%, or $1 per worksite employee per month, compared to the 2003 period.
 
  Advertising costs decreased 32.7% or $3 per worksite employee per month, compared to the third quarter of 2003. The Company has shifted a portion of its national advertising campaign from the third to the fourth quarter in 2004.
 
  Depreciation and amortization expense decreased 17.9%, or $6 per worksite employee per month, compared to the 2003 period as the effect of certain fixed assets becoming fully amortized more than offset the incremental depreciation and amortization expense related to the 2004 capital additions.

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     Other Income (Expense)

     Other income (expense) decreased from $69,000 in the third quarter of 2003 to $52,000 in the 2004 period.

     Income Tax Expense

     The Company’s provision for income taxes differed from the U.S. statutory rate of 35% primarily due to state income taxes and non-deductible expenses. The effective income tax rate for the 2004 period was 29.8% compared to 39.5% in the 2003 period. The decrease is primarily due to the favorable impact of the Company’s captive insurance subsidiary on state income tax rates. As a result of this change in estimate, the Company recorded a $400,000 cumulative tax adjustment in the third quarter of 2004.

     Net Income

     Operating and net income per worksite employee per month was $22 and $15 in the 2004 period, versus $62 and $34 in the 2003 period.

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     Nine Months Ended September 30, 2004 Compared to Nine Months Ended September 30, 2003.

     The following table presents certain information related to the Company’s results of operations for the nine months ended September 30, 2004 and 2003.

                         
    Nine months ended    
    September 30,
   
                    %
    2004
  2003
  Change
    (in thousands, except per share and statistical data)
Revenues (gross billings of $3.861 billion and $3.515 billion, less worksite employee payroll cost of $3.141 billion and $2.852 billion, respectively)
  $ 720,804     $ 662,595       8.8 %
Gross profit
    146,251       139,381       4.9 %
Operating expenses
    129,495       129,424       0.1 %
Operating income
    16,756       9,957       68.3 %
Other income (expense)
    8,303       (15 )      
Net income
    15,661       4,828       224.4 %
Diluted net income per share of common stock
    0.58       0.18       222.2 %
Statistical Data:
                       
Average number of worksite employees paid per month
    76,940       75,270       2.2 %
Revenues per worksite employee per month(1)
  $ 1,041     $ 978       6.4 %
Gross profit per worksite employee per month
    211       206       2.4 %
Operating expenses per worksite employee per month
    187       191       (2.1 )%
Operating income per worksite employee per month
    24       15       60.0 %
Net income per worksite employee per month
    23       7       228.6 %


(1)   Gross billings of $5,576 and $5,188 per worksite employee per month less payroll cost of $4,535 and $4,210 per worksite employee per month, respectively.

     Revenues

     The Company’s revenues for the nine months ended September 30, 2004 increased 8.8% over the same period in 2003 due to a 6.4%, or $63, increase in revenues per worksite employee per month and a 2.2% increase in the average number of worksite employees paid per month.

     Due to the New Billing System, the comparability of the Company’s regional revenue growth has been impacted. By region, the Company’s revenue growth over the first nine months of 2003 and revenue distribution for the nine months ended September 30, 2004 were as follows:

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    Nine months ended September 30,
  Nine months ended September 30,
    2004
  2003
  % Change
  2004
  2003
    (in thousands)   (% of total revenues)
Northeast
  $ 99,616     $ 86,424       15.3 %     13.8 %     13.0 %
Southeast
    67,755       71,993       (5.9 )%     9.4 %     10.9 %
Central
    103,689       97,301       6.6 %     14.4 %     14.7 %
Southwest
    281,214       265,259       6.0 %     39.0 %     40.0 %
West
    164,175       138,370       18.6 %     22.8 %     20.9 %
Other revenue
    4,355       3,248       34.1 %     0.6 %     0.5 %
 
   
 
     
 
             
 
     
 
 
Total revenue
  $ 720,804     $ 662,595       8.8 %     100.0 %     100.0 %
 
   
 
     
 
             
 
     
 
 

     The Company’s unit growth rate is affected by three primary sources — new client sales, client retention and the net change in existing clients through worksite employee new hires and layoffs. During the nine months ended September 30, 2004, all three sources of paid worksite employees improved as compared to the 2003 period.

     The Company generates sales leads from five primary sources: direct sales efforts, advertising, referrals, market alliances and the Internet. The Company has marketing alliances with American Express and other companies that target small businesses. In 2003, the American Express marketing alliance produced 13.2% of the Company’s sales leads. Beginning in January 2004, the Company began replacing substantially all the leads historically generated from the American Express marketing alliance with other specifically targeted alliances and lead development programs. As a result, in the first nine months of 2004, the Company did not generate a significant level of sales leads from the American Express marketing alliance.

     Gross Profit

     Gross profit for the first nine months of 2004 increased 4.9% to $146.3 million compared to the first nine months of 2003. The average gross profit per worksite employee increased 2.4% to $211 per month in the 2004 period from $206 per month in the 2003 period. The Company’s pricing objectives attempt to maintain or improve the gross profit per worksite employee by increasing revenue per worksite employee to match or exceed changes in its primary direct costs and its operating expenses.

     The Company’s primary direct costs, which include payroll taxes, benefits and workers’ compensation expenses, increased 7.5% to $830 per worksite employee per month in the first nine months of 2004 versus $772 in the first nine months of 2003.

  Payroll tax costs — Payroll taxes increased 15.8%, or $42 per worksite employee per month, compared to the first nine months of 2003. The overall cost of payroll taxes as a percentage of payroll cost increased to 7.91% in the 2004 period from 7.52% in the 2003 period. The increase was the result of (i) higher weighted average effective state unemployment tax rates in the 2004 period as compared to the 2003 period, and (ii) the $3.9 million, or 0.14% of payroll costs, reduction in state unemployment taxes in the third quarter of 2003 related to the receipt of the final 2002 and 2003 rates from the Texas Workforce Commission. These increases were offset in part by the $2.3 million, or 0.07% of payroll cost, reduction of

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    payroll tax expense related to the settlement agreement with the state of California in the second quarter of 2004. See “Critical Accounting Policies and Estimates — State Unemployment Taxes” on page 18 for a discussion of this matter.

  Benefits costs — The cost of health insurance and related employee benefits increased 6.7%, or $17 per worksite employee per month, over the first nine months of 2003. The increase is due to a 4.2% increase in the cost per covered employee, while the percentage of worksite employees covered under the Company’s health plans remained constant. See “Critical Accounting Policies and Estimates — Benefits Costs” on page 18 for a discussion of the Company’s accounting for health insurance costs.

  Workers’ compensation costs — Workers’ compensation costs decreased 3.9%, or $4 per worksite employee per month, compared to the first nine months of 2003, and decreased to 1.37% of non-bonus payroll cost in the 2004 period from 1.56% in the 2003 period. During the nine months ended September 30, 2004, the Company collected and recorded a $1.1 million insurance reimbursement related to a 2003 workers’ compensation claim settlement with the state of Texas. During the nine months ended September 30, 2003, the Company incurred a (i) $2.5 million charge related to its workers’ compensation dividend receivable due to collectibility concerns, and (ii) approximately $2.0 million of workers’ compensation costs related to contract termination costs associated with a former workers’ compensation contract and state surcharges associated with policies dating back to 1999, which were assessed by various states and passed through to the Company by a former carrier. See “Critical Accounting Policies and Estimates — Workers’ Compensation Costs” on page 19 for a discussion of the Company’s accounting for workers’ compensation costs.

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     Operating Expenses

     The following table presents certain information related to the Company’s operating expenses for the nine months ended September 30, 2004 and 2003.

                                                 
    Nine months ended September 30,
  Nine months ended September 30,
    2004
  2003
  % change
  2004
  2003
  % change
    (in thousands)   (per worksite employee per month)
Salaries, wages and payroll taxes
  $ 65,161     $ 60,921       7.0 %   $ 94     $ 90       4.4 %
General and administrative expenses
    37,003       38,037       (2.7 )%     53       56       (5.4 )%
Commissions
    7,879       8,130       (3.1 )%     11       12       (8.3 )%
Advertising
    5,955       6,294       (5.4 )%     9       9        
Depreciation and amortization
    13,497       16,042       (15.9 )%     20       24       (16.7 )%
 
   
 
     
 
             
 
     
 
         
Total operating expenses
  $ 129,495     $ 129,424       0.1 %   $ 187     $ 191       (2.1 )%
 
   
 
     
 
             
 
     
 
         

     Operating expenses remained flat compared to the first nine months of 2003 at $129.5 million. Operating expense per worksite employee per month decreased to $187 in the 2004 period compared to $191 in the 2003 period. The components of operating expenses changed as follows:

  Salaries, wages and payroll taxes of corporate and sales staff increased 7.0%, or $4 per worksite employee per month, compared to the 2003 period, primarily due to a 4.1% increase in headcount, a 4.0% increase in average pay, and an $800,000 decrease in capitalized software development costs.

  General and administrative expenses decreased 2.7%, or $3 per worksite employee per month, compared to the first nine months of 2003. The decrease is primarily due to higher legal fees in the 2003 period associated with the legal dispute with Aetna, partially offset by a $1,000,000 accrual for Texas use tax in 2004.

  Commissions expense decreased 3.1%, or $1 per worksite employee per month, compared to the 2003 period.

  Advertising costs decreased 5.4%, and remained flat on a per worksite employee basis compared to the first nine months of 2003. The Company has shifted a portion of its national advertising campaign from the third to the fourth quarter in 2004.

  Depreciation and amortization expense decreased 15.9%, or $4 per worksite employee per month, compared to the 2003 period as the effect of certain fixed assets becoming fully amortized more than offset the incremental depreciation and amortization expense related to the 2004 capital additions.

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     Other Income (Expense)

     Other income (expense) increased from a net expense of $15,000 in the first nine months of 2003 to net other income of $8.3 million in the 2004 period, primarily due to the Company’s $8.25 million settlement of its dispute with Aetna during the first nine months of 2004. See Note 6 to the consolidated financial statements for a discussion of this matter.

     Income Tax Expense

     The Company’s provision for income taxes differed from the U.S. statutory rate of 35% primarily due to state income taxes and non-deductible expenses. The income tax rate was 37.5% in the 2004 period compared to 37.7% in the 2003 period. During 2004, the Company recorded a $400,000 cumulative tax adjustment due to a change in estimate resulting from the favorable impact of the Company’s captive insurance subsidiary on state income tax rates. In 2003, the Company utilized previously unrecognized capital loss carryforwards on a $457,000 gain from the sale of an investment.

     Net Income

     Operating and net income per worksite employee per month was $24 and $23 in the 2004 period versus $15 and $7 in the 2003 period.

     Non-GAAP Financial Measures

     Non-bonus payroll cost is a non-GAAP financial measure that excludes the impact of bonus payrolls paid to the Company’s worksite employees. Bonus payroll cost varies from period to period, but has no direct impact to the Company’s ultimate workers’ compensation costs under the current program. As a result, Administaff management refers to non-bonus payroll cost in analyzing, reporting and forecasting the Company’s workers’ compensation costs. These non-GAAP financial measures are not prepared in accordance with generally accepted accounting principles (“GAAP”) and may be different from non-GAAP financial measures used by other companies. Non-GAAP financial measures should not be considered as a substitute for, or superior to, measures of financial performance prepared in accordance with GAAP. Administaff includes these non-GAAP financial measures because the Company believes they are useful to investors in allowing for greater transparency related to the costs incurred under the Company’s current workers’ compensation program. Investors are encouraged to review the reconciliation of the non-GAAP financial measures used to their most directly comparable GAAP financial measures as provided in the table below.

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    Three months ended September 30,
  Nine months ended September 30,
    2004
  2003
  % Change
  2004
  2003
  % Change
GAAP to non-GAAP reconciliation:
                                               
Payroll cost (GAAP)
  $ 1,087,311     $ 939,615       15.7 %   $ 3,140,597     $ 2,852,217       10.1 %
Less: Bonus payroll cost
    64,176       47,325       35.6 %     213,446       166,539       28.2 %
 
   
 
     
 
             
 
     
 
         
Non-bonus payroll cost
  $ 1,023,135     $ 892,290       14.7 %   $ 2,927,151     $ 2,685,678       9.0 %
 
   
 
     
 
             
 
     
 
         
Payroll cost per worksite employee (GAAP)
  $ 4,598     $ 4,216       9.1 %   $ 4,535     $ 4,210       7.7 %
Less: Bonus payroll cost per worksite employee
    271       212       27.8 %     308       246       25.2 %
 
   
 
     
 
             
 
     
 
         
Non-bonus payroll cost per worksite employee
  $ 4,327     $ 4,004       8.1 %   $ 4,227     $ 3,964       6.6 %
 
   
 
     
 
             
 
     
 
         

Liquidity and Capital Resources

     The Company periodically evaluates its liquidity requirements, capital needs and availability of resources in view of, among other things, expansion plans, debt service requirements and other operating cash needs. As a result of this process, the Company has in the past sought, and may in the future seek, to raise additional capital or take other steps to increase or manage its liquidity and capital resources. The Company currently believes that its cash on hand, marketable securities and cash flows from operations will be adequate to meet its liquidity requirements for the remainder of 2004. The Company will rely on these same sources, as well as public and private debt or equity financing, to meet its longer-term liquidity and capital needs.

     The Company had $116.7 million in cash and cash equivalents and marketable securities at September 30, 2004, of which approximately $39.4 million was payable in October 2004 for withheld federal and state income taxes, employment taxes and other payroll deductions. At September 30, 2004, the Company had working capital of $50.5 million compared to $56.0 million at December 31, 2003.

     Cash Flows From Operating Activities

     The $12.2 million increase in net cash flows provided by operating activities in the 2004 period over the 2003 period was primarily the result of the $10.8 million increase in net income over the 2003 period.

     Cash Flows Used in Investing Activities

     The Company invested $4.4 million in marketable securities, net of maturities and dispositions, and approximately $4.2 million in capital expenditures, primarily related to computer hardware and software, during the first nine months of 2004.

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     Cash Flows Used in Financing Activities

     Cash flows used in financing activities primarily related to the repurchase of $17.2 million in treasury stock.

     Contractual Obligations and Commercial Commitments

     During the first quarter of 2004, the Company entered into a three-year purchase obligation totaling $5.25 million; of which $1.5 million and $3.75 million is expected to be paid within one year and two-to-three years, respectively, from the date of the contract.

Seasonality, Inflation and Quarterly Fluctuations

     Historically, the Company’s earnings pattern includes losses in the first quarter, followed by improved profitability in subsequent quarters throughout the year. This pattern is due to the effects of employment-related taxes, which are based on each employee’s cumulative earnings up to specified wage levels, causing employment-related tax costs to be highest in the first quarter and then decline over the course of the year. Prior to 2004, the Company’s revenues related to an individual employee were generally earned and collected at a relatively constant rate throughout the year, therefore, payment of such tax obligations had a substantial impact on the Company’s financial condition and results of operations during the first nine months of the year.

     As a result of modifications to the Client Service Agreement, effective January 1, 2003, the Company implemented a new pricing and billing system for new and renewing clients (“New Billing System”). For clients active on the New Billing System in January of any year, the estimated payroll tax component of the comprehensive service fee is invoiced at a higher rate earlier in the year to more closely reflect the pattern of estimated incurred payroll tax costs. However, new clients enrolling subsequent to January of any year are invoiced at a relatively constant rate throughout the remaining portion of each year, resulting in improved profitability over the course of the year for those clients. Accordingly, the impact of new and renewing clients invoiced on the New Billing System in January 2003, which represented approximately 20% of the Company’s client base, resulted in a partial offset of the Company’s historical earnings pattern in 2003. Substantially all clients have been invoiced by the New Billing System since January 2004. For those clients active on the New Billing System in the month of January 2004, a complete offset of the Company’s historical earnings pattern is expected. Other factors that affect direct costs could mitigate or enhance this trend.

     The Company believes the effects of inflation have not had a significant impact on its results of operations or financial condition.

Factors That May Affect Future Results and the Market Price of Common Stock

     The statements contained herein that are not historical facts are forward-looking statements within the meaning of the federal securities laws (Section 27A of the Securities Act

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of 1933 and Section 21E of the Securities Exchange Act of 1934). You can identify such forward-looking statements by the words “expects,” “intends,” “plans,” “projects,” “believes,” “estimates,” “likely,” “possibly,” “probably,” “goal,” “objective” and “assume,” and similar expressions. Forward-looking statements involve a number of risks and uncertainties. In the normal course of business, Administaff, Inc., in an effort to help keep its stockholders and the public informed about the Company’s operations, may from time to time issue such forward-looking statements, either orally or in writing. Generally, these statements relate to business plans or strategies, projected or anticipated benefits or other consequences of such plans or strategies, or projections involving anticipated revenues, earnings, unit growth, profit per worksite employee, pricing, operating expenses or other aspects of operating results. Administaff bases the forward-looking statements on its current expectations, estimates and projections. These statements are not guarantees of future performance and involve risks and uncertainties that Administaff cannot predict. In addition, Administaff has based many of these forward-looking statements on assumptions about future events that may prove to be inaccurate. Therefore, the actual results of the future events described in such forward-looking statements could differ materially from those stated in such forward-looking statements. Among the factors that could cause actual results to differ materially are: (i) changes in general economic conditions; (ii) regulatory and tax developments and possible adverse application of various federal, state and local regulations; (iii) changes in the Company’s direct costs and operating expenses including, but not limited to, increases in health insurance premiums, increases in underlying health insurance claims trends, workers’ compensation rates and state unemployment tax rates, liabilities for employee and client actions or payroll-related claims, changes in the costs of expanding into new markets, and failure to manage growth of the Company’s operations; (iv) the estimated costs and effectiveness of capital projects and investments in technology and infrastructure, including the Company’s ability to maintain adequate financing for such projects; (v) the Company’s ability to effectively manage its 401(k) recordkeeping services; (vi) the effectiveness of the Company’s sales and marketing efforts; (vii) changes in the competitive environment in the PEO industry, including the entrance of new competitors and the Company’s ability to renew or replace client companies; (viii) the Company’s liability for worksite employee payroll and benefits costs; and (ix) an adverse final judgment or settlement of claims against the Company. These factors are discussed in detail in the Company’s 2003 annual report on Form 10-K and elsewhere in this report. Any of these factors, or a combination of such factors, could materially affect the results of the Company’s operations and whether forward-looking statements made by the Company ultimately prove to be accurate.

ITEM 4. CONTROLS AND PROCEDURES.

     In accordance with Exchange Act Rules 13a-15 and 15d-15, the Company carried out an evaluation, under the supervision and with the participation of management, including the Company’s Chief Executive Officer and Chief Financial Officer, of the effectiveness of the Company’s disclosure controls and procedures as of the end of the period covered by this report. Based on that evaluation, the Company’s Chief Executive Officer and Chief Financial Officer concluded that the Company’s disclosure controls and procedures were effective as of September 30, 2004, in all material respects, to provide reasonable assurance that information required to be disclosed in the Company’s reports filed or submitted under the Exchange Act is recorded,

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processed, summarized and reported within the time periods specified in the Securities and Exchange Commission’s rules and forms.

     There has been no change in the Company’s internal controls over financial reporting that occurred during the three months ended September 30, 2004 that has materially affected, or is reasonably likely to materially affect, the Company’s internal controls over financial reporting.

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PART II

ITEM 1. LEGAL PROCEEDINGS.

     See Note 6 to financial statements, which is incorporated herein by reference.

ITEM 2. CHANGES IN SECURITIES, USE OF PROCEEDS AND ISSUER PURCHASES OF EQUITY SECURITIES

     The following table provides information about purchases by the Company during the three months ended September 30, 2004 of equity securities that are registered by the Company pursuant to Section 12 of the Exchange Act:

                                 
                    Total Number of    
                    Shares Purchased as   Maximum Number of
    Total Number           Part of Publicly   Shares that May Yet
    of Shares   Average Price   Announced   Be Purchased Under
Period
  Purchased(1)
  Paid per Share
  Program(2)
  the Program(2)
07/01/2004 — 07/31/2004
        $             1,120,477  
08/01/2004 — 08/31/2004
    808,000       10.13       808,000       312,477  
09/01/2004 — 09/30/2004
    65,000       10.61       65,000       1,247,477  
 
   
 
     
 
     
 
     
 
 
Total
    873,000     $ 10.17       873,000       1,247,477  
 
   
 
     
 
     
 
     
 
 


(1)   During the three months ended September 30, 2004, the Company purchased an aggregate of 873,000 shares of its common stock pursuant to the repurchase program publicly announced on January 28, 1999 (the “Program”). Subsequent to January 28, 1999, the Company publicly announced several increases in the number of authorized shares approved by the board of directors.
 
(2)   The Company’s board of directors has approved the repurchase by the Company of up to an aggregate of 8,000,000 shares of Administaff common stock pursuant to the Program, including 1,000,000 shares authorized in September 2004. Unless terminated earlier by resolution of the board of directors, the Program will expire when the Company has repurchased all shares authorized for repurchase thereunder.

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ITEM 6. EXHIBITS

  (a)   List of exhibits.

  31.1   Certification of Chief Executive Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
 
  31.2   Certification of Chief Financial Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
 
  32.1   Certification of Chief Executive Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
 
  32.2   Certification of Chief Financial Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.

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SIGNATURES

     Pursuant to the requirements 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.

         
    Administaff, Inc.
 
       
Date: November 5, 2004
  By:    
      /s/ Douglas S. Sharp
 
      Douglas S. Sharp
Vice President of Finance,
Chief Financial Officer and Treasurer
(Principal Financial and Duly Authorized Officer)

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Index to Exhibits

31.1   Certification of Chief Executive Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
 
31.2   Certification of Chief Financial Officer pursuant to Section 302 of the Sarbanes-Oxley Act of 2002.
 
32.1   Certification of Chief Executive Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.
 
32.2   Certification of Chief Financial Officer pursuant to Section 906 of the Sarbanes-Oxley Act of 2002.