Insight Enterprises, Inc. Reports Strong Fourth Quarter and Record Full Year 2018 Results

TEMPE, Ariz.–(BUSINESS WIRE)–Insight Enterprises, Inc. (NASDAQ: NSIT) (the “Company”) today
reported financial results for the quarter and full year ended December
31, 2018. Highlights include:

• Gross profit up 9% year over year to $254.2 million for the fourth
  quarter and up 8% for the full year
• Earnings from operations up 29% to $58.7 million for the fourth
  quarter and up 30% for the full year
• Diluted earnings per share of $1.31 increased more than 100% for the
  fourth quarter year over year and record diluted earnings per share of
  $4.55 increased 82% for the full year
• Cash flows provided by operations of $292.6 million in 2018 compared
  to cash used in operations of $307.1 million in 2017

In the fourth quarter of 2018, consolidated net sales were $1.75
billion, which was down 2%, year to year, reflecting a decline in
software net sales offset by strong growth in services net sales. The
decline in software net sales was due primarily to the adoption of ASC
606, which resulted in more software sales being recorded net and a
higher mix of cloud and maintenance service offerings which are recorded
net in services. Gross profit increased 9%, year over year, with gross
margins increasing 140 basis points to 14.5% for the quarter. Earnings
from operations grew 29%, year over year.

“Our fourth quarter results reflect a strong close to another great year
for our company. We focused on sales in higher margin categories,
including cloud subscription, maintenance and professional services
offerings, which drove up gross margins 140 basis points and earnings
from operations up double digits for the quarter,” stated Ken Lamneck,
president and CEO.

For the full year 2018, consolidated net sales were $7.1 billion, up 6%
year over year, reflecting strong growth in services including an
increase in sales of cloud offerings and software maintenance. Gross
profit increased 8%, year over year, with gross margins increasing 30
basis points to 14.0% for the full year. Earnings from operations grew
30%, year over year, with each of our geographic segments generating
double digit growth in earnings from operations.

“We are happy to report another year of record results for Insight. Our
global team delivered a third consecutive year of double-digit earnings
growth while accelerating cash flow generation, expanding our services
offerings and integrating strategic acquisitions,” stated Lamneck. ”Our
solution area go-to-market strategy, deep technical talent and
consistent focus on operational excellence have accelerated our
financial performance and uniquely position us to compete in the
marketplace in 2019 and beyond,” stated Lamneck.

KEY HIGHLIGHTS

Results for the Quarter:

• Consolidated net sales of $1.75 billion for the fourth quarter of 2018
  decreased 2% year to year when compared to the fourth quarter of 2017.
  • Net sales in North America decreased 2% year to year to $1.34
    billion;
  • Net sales in EMEA increased less than 1% year over year to $368.4
    million; and
  • Net sales in APAC decreased 7% year to year to $36.3 million.
• Excluding the effects of fluctuating foreign currency exchange rates,
  consolidated net sales for the fourth quarter decreased 1% year to
  year, with declines in net sales in North America and APAC of 2% each
  year to year, offset by growth in net sales in EMEA of 4%, year over
  year.
• Consolidated gross profit of $254.2 million increased 9% compared to
  the fourth quarter of 2017, with consolidated gross margin expanding
  140 basis points to 14.5% of net sales.
  • Gross profit in North America increased 7% year over year to
    $187.5 million (13.9% gross margin);
  • Gross profit in EMEA increased 12% year over year to $56.2 million
    (15.3% gross margin); and
  • Gross profit in APAC increased 32% year over year to $10.5 million
    (28.8% gross margin).
• Excluding the effects of fluctuating foreign currency exchange rates,
  consolidated gross profit for the fourth quarter increased 10% year
  over year, with gross profit growth in North America, EMEA and APAC of
  8%, 16% and 40%, respectively, year over year.
• Consolidated earnings from operations of $58.7 million, or 3.4% of net
  sales, increased 29% compared to the fourth quarter of 2017.
  • Earnings from operations in North America increased 19% year over
    year to $44.4 million, or 3.3% of net sales;
  • Earnings from operations in EMEA increased 54% year over year to
    $11.0 million, or 3.0% of net sales; and
  • Earnings from operations in APAC increased more than 100% year
    over year to $3.2 million, or 8.9% of net sales.
• Excluding the effects of fluctuating foreign currency exchange rates,
  for the fourth quarter, consolidated earnings from operations
  increased 30% year over year, with earnings from operations growth in
  North America, EMEA and APAC of 20%, 61% and more than 100%,
  respectively, year over year.
• Adjusted consolidated earnings from operations increased 23% year over
  year to $59.4 million, or 3.4% of net sales for the fourth quarter of
  2018. Adjusted earnings from operations grew in North America, EMEA
  and APAC by 15%, 40% and more than 100%, respectively, year over year.
• Consolidated net earnings and diluted earnings per share for the
  fourth quarter of 2018 were $47.0 million and $1.31, respectively, at
  an effective tax rate of 14.0%.
• Adjusted consolidated net earnings and Adjusted diluted earnings per
  share for the fourth quarter of 2018 were $47.6 million and $1.32,
  respectively.

Results for the Year:

• Consolidated net sales of $7.1 billion for 2018 increased 6% compared
  to 2017.
  • Net sales in North America increased 3% year over year to $5.4
    billion;
  • Net sales in EMEA increased 13% year over year to $1.5 billion; and
  • Net sales in APAC increased 12% year over year to $186.9 million.
• Excluding the effects of fluctuating foreign currency exchange rates,
  consolidated net sales increased 5% year over year, with growth in net
  sales in North America, EMEA and APAC of 4%, 9% and 13%, respectively,
  year over year.
• Consolidated gross profit of $993.7 million increased 8% compared to
  2017, with consolidated gross margin expanding 30 basis points to
  14.0% of net sales.
  • Gross profit in North America increased 6% year over year to
    $732.7 million (13.7% gross margin);
  • Gross profit in EMEA increased 16% year over year to $221.5
    million (14.5% gross margin); and
  • Gross profit in APAC increased 8% year over year to $39.6 million
    (21.2% gross margin).
• Excluding the effects of fluctuating foreign currency exchange rates,
  consolidated gross profit increased 7% year over year, with gross
  profit growth in North America, EMEA and APAC of 6%, 12% and 9%,
  respectively, year over year.
• Consolidated earnings from operations increased 30% compared to 2017
  to $233.5 million, or 3.3% of net sales.
  • Earnings from operations in North America increased 21% year over
    year to $185.7 million, or 3.5% of net sales;
  • Earnings from operations in EMEA increased more than 100% year
    over year to $37.3 million, or 2.4% of net sales; and
  • Earnings from operations in APAC increased 27% year over year to
    $10.5 million, or 5.6% of net sales.
• Excluding the effects of fluctuating foreign currency exchange rates,
  consolidated earnings from operations also increased 30% year over
  year, with earnings from operations growth in North America, EMEA and
  APAC of 21%, more than 100% and 27%, respectively, year over year.
• Adjusted consolidated earnings from operations increased 21% year over
  year to $237.2 million, or 3.4% of net sales for 2018. Adjusted
  earnings from operations grew in North America, EMEA and APAC by 17%,
  50% and 27%, respectively, year over year.
• Consolidated net earnings and diluted earnings per share for 2018 were
  $163.7 million and $4.55, respectively, at an effective tax rate of
  22.8%.
• Adjusted consolidated net earnings and Adjusted diluted earnings per
  share for 2018 were $166.6 million and $4.63, respectively.

In discussing financial results for the three and twelve months ended
December 31, 2018 and 2017 in this press release, the Company refers to
certain financial measures that are not prepared in accordance with
United States generally accepted accounting principles (“GAAP”). When
referring to non-GAAP measures, the Company refers to such measures as
“Adjusted.” See “Use of Non-GAAP Financial Measures” for additional
information. A tabular reconciliation of financial measures prepared in
accordance with GAAP to the non-GAAP financial measures is included at
the end of this press release.

In some instances the Company refers to changes in net sales, gross
profit and earnings from operations on a consolidated basis and in North
America, EMEA and APAC excluding the effects of fluctuating foreign
currency exchange rates. In computing these changes and percentages, the
Company compares the current year amount as translated into U.S. dollars
under the applicable accounting standards to the prior year amount in
local currency translated into U.S. dollars utilizing the weighted
average translation rate for the current period.

The tax effect of Adjusted amounts referenced herein were computed using
the statutory tax rate for the taxing jurisdictions in the operating
segment in which the related expenses were recorded, adjusted for the
effects of valuation allowances on net operating losses in certain
jurisdictions.

GUIDANCE

For the full year 2019, the Company expects to deliver sales growth in
the mid-single digit range in U.S. dollar terms and diluted earnings per
share is expected to be between $4.75 and $4.85.

This outlook assumes:

• an effective tax rate of 25% to 26% for the full year 2019;
• capital expenditures of $20 to $25 million for the full year; and
• an average share count for the full year of approximately 36.2 million
  shares.

This outlook does not reflect the repurchase of any shares under the
Company’s currently authorized share repurchase program and assumes no
severance and restructuring or acquisition-related expenses. Due to the
inherent difficulty of forecasting these types of expenses, which impact
net earnings and diluted earnings per share, the Company is unable to
reasonably estimate the related impact of such expenses, if any, to net
earnings and diluted earnings per share.

CONFERENCE CALL AND WEBCAST

The Company will host a conference call and live web cast today at 9:00
a.m. ET to discuss fourth quarter and full year 2018 results of
operations. A live web cast of the conference call (in listen-only mode)
will be available on the Company’s web site at http://investor.insight.com/,
and a replay of the web cast will be available on the Company’s web site
for a limited time following the call. To listen to the live web cast by
telephone, call 1-877-524-8416 if located in the U.S., or 412-902-1028
for international callers, and enter the access code 13687122.

USE OF NON-GAAP FINANCIAL MEASURES

The non-GAAP financial measures are referred to as “Adjusted.” Adjusted
consolidated earnings from operations, Adjusted consolidated net
earnings and Adjusted diluted earnings per share exclude (i) severance
and restructuring expenses, (ii) loss on sale of the Company’s Russia
business in the 2017 period, (iii) certain acquisition-related expenses,
and (iv) the tax effects of each of these items, as applicable. The
Company excludes these items when internally evaluating earnings from
operations, tax expense, net earnings and diluted earnings per share for
the Company and earnings from operations for each of the Company’s
operating segments. Adjusted free cash flow is the Company’s net cash
provided or used by operating activities adjusted for (i) purchases of
property and equipment and (ii) the net borrowings or repayments under
the inventory financing facility. Adjusted return on invested capital
(“ROIC”) excludes (i) severance and restructuring expenses, (ii) loss on
sale of the Company’s Russia business in the 2017 period, and (iii)
certain acquisition-related expenses.

These non-GAAP measures are used by management to evaluate financial
performance against budgeted amounts, to calculate incentive
compensation, to assist in forecasting future performance and to compare
the Company’s results to those of the Company’s competitors. The Company
believes that these non-GAAP financial measures are useful to investors
because they allow for greater transparency, facilitate comparisons to
prior periods and the Company’s competitors’ results and assist in
forecasting performance for future periods. These non-GAAP financial
measures are not prepared in accordance with GAAP and may be different
from non-GAAP financial measures presented 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.

FORWARD-LOOKING INFORMATION

Certain statements in this release and the related conference call and
web cast are “forward-looking statements” within the meaning of the
Private Securities Litigation Reform Act of 1995. Forward-looking
statements, including the Company’s expected 2019 financial results,
sales growth and diluted earnings per share for the full year 2019, and
the assumptions relating thereto, as well as the Company’s anticipated
effective tax rate and capital expenditures, expected average share
count, and the Company’s expectations regarding cash flow, are
inherently subject to risks and uncertainties, some of which cannot be
predicted or quantified. Future events and actual results could differ
materially from those set forth in, contemplated by, or underlying the
forward-looking statements. There can be no assurances that the results
discussed by the forward-looking statements will be achieved, and actual
results may differ materially from those set forth in the
forward-looking statements. Some of the important factors that could
cause the Company’s actual results to differ materially from those
projected in any forward-looking statements, include, but are not
limited to, the following, which are discussed in “Risk Factors” in Part
I, Item 1A of the Company’s Annual Report on Form 10-K for the year
ended December 31, 2017 and in other of the Company’s subsequent filings
with the Securities and Exchange Commission:

• actions of the Company’s competitors, including manufacturers and
  publishers of products the Company sells;
• the Company’s reliance on partners for product availability,
  competitive products to sell and marketing funds and purchasing
  incentives, which can change significantly in the amounts made
  available and the requirements year over year;
• changes in the information technology (“IT”) industry and/or rapid
  changes in technology;
• risks associated with the integration and operation of acquired
  businesses;
• possible significant fluctuations in the Company’s future operating
  results;
• the risks associated with the Company’s international operations;
• general economic conditions;
• increased debt and interest expense and decreased availability of
  funds under the Company’s financing facilities;
• the security of the Company’s electronic and other confidential
  information;
• disruptions in the Company’s IT systems and voice and data networks;
• failure to comply with the terms and conditions of the Company’s
  commercial and public sector contracts;
• legal proceedings and the results of client and public sector audits
  and failure to comply with laws and regulations;
• accounts receivable risks, including increased credit loss experience
  or extended payment terms with the Company’s clients;
• the Company’s reliance on independent shipping companies;
• the Company’s dependence on certain key personnel;
• natural disasters or other adverse occurrences;
• exposure to changes in, interpretations of, or enforcement trends
  related to tax rules and regulations; and
• intellectual property infringement claims and challenges to the
  Company’s registered trademarks and trade names.

Additionally, there may be other risks that are otherwise described from
time to time in the reports that the Company files with the Securities
and Exchange Commission. Any forward-looking statements in this release
should be considered in light of various important factors, including
the risks and uncertainties listed above, as well as others. The Company
assumes no obligation to update, and, except as may be required by law,
does not intend to update, any forward-looking statements. The Company
does not endorse any projections regarding future performance that may
be made by third parties.

Contacts

GLYNIS BRYAN
CHIEF FINANCIAL OFFICER
480.333.3390
glynis.bryan@insight.com

HELEN JOHNSON
SENIOR VP, FINANCE
480.333.3234
helen.johnson@insight.com

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