Beasley Broadcast Group, Inc.

Good morning and welcome to Beasley Broadcast Group's third quarter 2021 conference call. Before proceeding, I would like to emphasize that today's conference call and webcast will contain forward-looking statements about our future performance and results of operations that involve risks and uncertainties described in the risk factors section of our most recent annual report on Form 10-K as supplemented by our quarterly reports on Form 10-Q. Today's webcast will also contain a discussion of certain non-GAAP financial measures within the meeting of Item 10 of Regulation S-K. A reconciliation of these non-GAAP measures with their most directly comparable financial measures calculated and presented in accordance with GAAP can be found on this morning's news announcement and on the company's website. I would also remind listeners that following its completion, a replay of today's call can be accessed for five days on the company's website, www.bbgi.com. You can also find a copy of today's press release on the investors or press room sections of the site. At this time, I would like to turn the conference over to your host, Beasley Broadcast Group CEO Caroline Beasley. Please go ahead.

Thank you, David, and good morning, everybody. Thank you for joining us to review our third quarter results. Marie Tedesco, our CFO, is with me this morning. So I'm pleased to report strong third quarter results where we again generated revenue increases both quarter over quarter and year over year. We delivered overall third quarter revenue growth of 26.7%, with over-the-air local spot revenue increasing 31%, and national spot revenue increasing 23%. While the Delta variant impacted some markets mid-quarter, we continue to see an overall rebound from the pandemic, including improvements in core radio advertising as well as from our digital platform. Looking at digital revenue in our steady upward trend of recent quarters, this revenue stream grew 67% year-over-year and accounted for 13.2% of total third-quarter revenue and 12.9% on a year-to-date basis. This compares with digital revenue accounting for 10% of 2020 and 6% of 2019 third quarter revenue. It's important to note that ex-political, total third quarter revenue would have grown 34%. We drove total revenue increases across all but one of our markets, with Detroit, Las Vegas, and Wilmington delivering year-over-year increases above 40%. Furthermore, when comparing third quarter 2021 with third quarter 2019, our total revenue declined approximately 4.8%. So we're closing that gap even further as we go through the year. Also to note, we returned back to the office over a year ago. We've seen the benefits of this, especially when looking at our performance compared with the local markets. With recessional markets and emerging ad categories, we had broad-based strength. But let me touch quickly on sports betting, as this revenue stream passed and continues to grow into a very meaningful category. It was our second-largest category in Q3, growing 228% year-over-year, and it represented $4.3 million, or 7.2% of our total revenue for the quarter. This growth was driven by our Philadelphia, Detroit, and New Jersey market clusters. Notably, Massachusetts and Florida are in the process of legalizing sports betting, which, if passed, will have a positive impact on our revenue next year. Our monthly revenue in the third quarter reflects increased consumer spending and demand as customers are visiting local and national retailers and dining out more. July revenue rose 39% year-over-year. while August and September increased 29% and 16% respectively. Our third quarter operating expense reflects permanent cost reductions implemented in 2020, offset by the increased cost of sales related to the significantly higher levels of local and national spot advertising in the period, which accounted for about two-thirds of the quarterly expense increase. Q3 operating expenses. also include our reinvestment in events and marketing and to continue investments in our internal digital agency that is a significant driver of our digital revenue growth. Given these factors, our third quarter SOI was $11.7 million, and we generated positive free cash flow of just over $1.7 million. With our third quarter free cash flow, we ended the quarter with over $48 million on our balance sheet. Overall, our fourth quarter is now pacing up 2% with October down 12% and this is solely due to the comp last year which included 7.6 million of net political advertising. And November and December are pacing up 16% and 13% respectively. Excluding political, our pacings would be up 25.5% and we are currently pacing 1.8% down when compared with fourth quarter Thank you, Caroline. As I said, I will begin with a review of the financial results, followed by a balance sheet update. Third quarter net revenue increased 26.7% or $13.3 million

and David Snyder. and digital rose 67% or 3.3 million with digital now representing 13.2% of total revenue. Looking closer at the quarter, July station revenues was up 39% or 5.2 million compared to prior year. August was up 29% or 4.8 million and September was up 16% or 3.2 million year over year. As Caroline noted, excluding political, our third quarter revenue growth was 34%. Station operating expenses for the quarter increased $9.6 million, or 23.1%, to $51.2 million, resulting in third quarter 2021 SOI of $11.7 million, a 45% increase compared to $8.1 million in the year-ago period. A third quarter expense increase of $9.6 million is inclusive of the higher ad revenue related cost of sales, which inclusive of our digital direct agency represents approximately $6.3 million of the increase, or 66%. Other factors are the institution of the 2020 wages to pre-pandemic levels, including bringing back certain furloughed employees, which combined represents around $1.5 million. And we increased our concert and marketing expenses year over year by approximately $1.5 million. Moving to our revenue categories, we saw upward improvement across the board. Consumer services remained our largest revenue category at 28.2% of our total revenue, and consumer services increased 36% compared to third quarter 2020. Entertainment jumped to our number two category, much in part due to the growing sports betting revenue, and represented 15.8% of total revenue. And the entertainment category increased 139% year-over-year. Our third largest, third quarter category, retail, represented 14.8% of total revenue and was up 20% year-over-year. Auto, our fourth largest category, saw revenues splash and represented 8.8% of total revenue for the quarter. Notably, despite continued labor, checks, and supply chain issues which held back spending, the auto category showed year-over-year increases in most of our markets, with last declines in Boston and Philadelphia. We expect autos to continue to strengthen towards the end of the year and to have significant growth in 2022 as inventories become more available and automakers again promote new models Our fifth largest category was consumer products, which represented 7.1% of the quarter's revenues, and this category increased 63%. Telecom and utilities was 5.2% of total revenues and increased 7%. With fans back at sporting events, we are also seeing significant revenue increases, at our stations in Boston and Philadelphia, where sports stations WBZ and WPEN had a combined revenue increase of 37% year-over-year. Overall, sports represented approximately 18% of our total revenue for the quarter. Looking at our market performance, according to Miller Kaplan, seven of our 15 markets were presenting about 83% of our third quarter revenues reports to Miller Kaplan, including our top five markets. On a combined basis, Beasley market clusters drove a revenue increase of 26.9% for the quarter, significantly outperforming our market, which rose 20.5%. We're taking a larger local share of revenue in our market, and that is very evident when looking at local stocks. as our cluster share increased 30.6% compared to the combined market, which increased 22.5%. Our outperformance is broad-based as we exceeded the market revenue increase on a combined basis in local, total stock, digital, network, and NTR revenues. Corporate G&A expenses, excluding stock-based compensation for the quarter, increased 7%. or by $268,000 compared to the same quarter a year ago to $7 million. The year-over-year increase in corporate G&A primarily reflects the reinstatement of the 2020 expense wage reduction. Non-cash stock-based compensation increased 10% to $251,000 in the quarter and we had no income tax expense for the quarter. A third quarter 2021 operating income increased $4.1 million to $4.9 million compared to $835,000 in the year-ago quarter. The increase in operating income is organic and reflects the increase in HLI for the quarter. Total third quarter interest expense increased $2.5 million year-over-year to $7 million, reflecting the recent capital structure changes. We don't have any scheduled loan payments and our second semi-annual interest payment is scheduled for February 1, 2022. Third quarter 2021 free cash flow increased meaningfully to a positive $1.7 million compared with the negative $533,000 in the 2023 quarter. This continuous turnaround is significant and again reflects our growing revenue share from market position and the hard work of the Beasley team. Our total debt at the end of third quarter remains at $300 million with an additional $10 million in an outstanding TPP loan which is eligible for forgiveness. Moving on to our liquidity, we ended the quarter with $48.1 million cash on hand. Our capex spend for this quarter was $1.2 million compared to $1 million in the 2023 quarter and $3.7 million year-to-date 2021 compared to $7 million year-to-date in the 2020 year. And with that, I'll turn it back to Caroline.