MediaAlpha, Inc.

Ladies and gentlemen, thank you for standing by, and welcome to the Media Alpha third quarter 2020 earnings call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you'll need to press star 1 on your telephone. Please be advised that today's conference is being recorded. If you require any further assistance, please press star 0. I would now like to hand the conference over to your speaker today, Denise Garcia.

Thank you, operator. Our discussion today will include forward-looking statements about our outlook for future financial results, including our financial guidance for full year 2020, which are based on assumptions, forecasts, expectations, and information currently available to management. These forward-looking statements are subject to risks and uncertainties that could cause future results or events to differ materially from today's guidance. Please refer to the earnings release we filed with the SEC on Form 8K and the shareholder letter we posted to the investor relations section of our website today for a fuller explanation of those risks and uncertainties and the limits applicable to forward-looking statements. MediaAlpha will routinely post information that may be important to investors on our IR website, investors.medialpha.com. and we use this website address as a means of disclosing material information to the public in a broad, non-exclusionary manner for the purposes of the SEC's regulation-fair disclosure. In addition, we will be referring to certain actual and projected financial metrics of MediaAlpha, which are non-GAAP financial metrics measures. These metrics include adjusted EBITDA, contribution, and contribution margin, and we present them in order to supplement your understanding and assessment of our financial performance. Non-GAAP measures should not be considered a substitute for or superior to financial measures calculated in accordance with GAAP. The most directly comparable GAAP measures, as well as reconciliations of the non-GAAP measures to those GAAP measures, are available in our third quarter earnings release. As a reminder, we've published a shareholder letter on our IR website that we'll refer to during this Q&A session. Now I'll turn the call over to Steve.

Thanks, Denise. Hi, everyone. Welcome to our first earnings call as a public company. Before we open the call to questions, I want to recap some important concepts we discussed during our IPO process. I'll start with the enormity of our market opportunity. Insurance carrier spend on digital distribution is projected to increase from $4 billion in 2019 to $16 billion by 2025. We believe we're still in the early stages of the $2 trillion insurance industry shift to a digital direct-to-consumer distribution model. We've built the leading technology platform to connect insurance consumers with insurance carriers at or near the point of purchase. Our transparent, data-science-based approach has enabled us to achieve tremendous scale one that is now two to three times larger than other insurance customer acquisition marketplaces. Our platform is unique in its ability to serve insurance carriers' needs holistically, whether they're looking to acquire new customers or generate revenue from their non-converting shoppers by intelligently referring these consumers to other insurance carriers and distributors. As a company, transparency underlies and inspires everything we do, From our product development, to how we work with our partners, to how we treat our team members. Our company was self-funded until our IPO. We believe in growing profitably and the importance of stewardship. Most of all, the only scorecard that has ever mattered to us is one that measures the enduring value we have created for our partners. We're pleased with our third quarter performance and we anticipate a strong, record-breaking fourth quarter. With that said, I'm looking forward to discussing our most recent results with you, so we'll open the call to questions now.

As a reminder, to ask a question, you need to press star 1 on your telephone. To withdraw your question, press the pound or hash key. Please stand by while we... As a reminder, to ask a question, you'll need to press star 1 on your telephone. To withdraw your question, please press the pound or hash key. Please stand by while we compile the Q&A roster. Our first question comes from Doug Amon. JP Morgan, your line is open.

Great. Thanks for taking the questions, one for Steven and one for Tigran. First, Steve, the shareholder letter, you talked about spend for your 10 largest carrier partners increased 95% year-over-year in 3Q. Can you just talk about what's driving the momentum that you're seeing with some of the bigger carriers and then also perhaps just how some of those conversations are evolving with some of the carriers who are not on your platform today? And then second, Tigran, the 4Q guide does imply some slowdown in growth just relative to the 40-ish percent kind of transaction value growth the first nine months of the year. And you talked about strong health seasonality given annual enrollment. Maybe you could just talk about some of the puts and takes around growth in 4Q. Thanks.

Hey, Doug. Thanks. So to your first question about the increase in spend from our top 10 insurance carriers. Now, Keevan, that's top 10 as of right now. And so it was growth from some who are new to the top 10. And so here's what I'll tell you is that what we're discovering is that when these large insurance companies, the traditional ones that typically had relied on agents, and offline channels to sell their policies. When they make a transition to online direct to consumer, they tend to do so and spend rapidly to increase their investments there. And so I think the high growth rates that you saw from the top 10 partners as of Q3 of this year reflect outside growth rates from some of the large traditional insurance carriers, most notably in the P&C space, who rapidly increased their investment in our ecosystem in 2020. In terms of insurance carriers who are not on our platform. What I'll tell you is that we're always looking to add new carriers to our platform, both on the demand and the supply side. We did, in Q3, add a top carrier who had never advertised in this channel before. But really, the growth for us is coming from the growth from existing partnerships. We work with all of the top insurance carriers already, both as demand partners and many as supply partners. And so for us, it's about the day-to-day account management, the day-to-day consultative work that we do with each of those insurance carriers to make sure that all of their spend, all of their investments are measured as granularly and as efficiently as possible. And so while there are some new carriers that will be coming into the platform, our focus really is in growing the existing partnerships that we already have just because we've already worked with so many of the major carriers across all of the insurance verticals already.

Okay, that's, that's great. That's helpful. Any thoughts on on just for two guys, some of the puts and takes and any seasonality dynamics, perhaps?

Yeah, Doug, I think you hit it on that. So as a reminder, q4 tends to be a seasonally weaker period in PNC. And so you do see q4 come down from q3 a little bit in the PNC vertical. And we have seen through November a strong open enrollment period in both Medicare and health. So that's driving the guidance in Q4. Another note is in our other verticals last year, obviously that was pre-COVID, travel was a contributor on the top line. In other, this year, obviously that vertical is a big challenge.

Just following up there, how do you think about travel coming back in 2021? Are you starting to see any pickup in that vertical?

Hey, Doug, it's Steve. We're not. I mean, we're seeing some increases in air travel, and that's something that we monitor at the GSA stat. It hasn't translated into a big increase in terms of the advertising spend from travel companies that we work with. You know, for us right now, it's hard to predict when that market's going to come back, but we feel that we're well positioned for when the market comes back. Okay, great. Thank you both.

Our next question comes from Mike Duremski with Credit Suisse. Your line is open.

Hey, good evening. I guess first question, back to your comment about adding a top carrier who had never advertised in your ecosystem. I'm curious, should we be thinking about that carrier differently than maybe some of the other carriers on your platform, given that it has a kind of a more niche client base? Like, should we be thinking it, you know, its spend might be kind of maybe somewhat disproportionately smaller, given its niche? Just trying to, it's a pretty big carrier from what I understand.

Yeah, hey, Mike, I don't think so. I think that there, I mean, it's still early stages. And what I'll tell you is that when we start to work with either new carriers in our ecosystem or carriers we've been working with for years who start to then, you know, begin the transition to focus more on direct-to-consumer and then start to invest more in our ecosystem, you know, that's a growth curve that takes, you know, one to two years to come up. and so um yeah the carrier that you're referring to has a lot of direct experience so they may come up that curve or learning curve or adoption curve more quickly than some of the traditional agency writers who are the ones who've made that transition over the last two years but right now it's too early to tell what that adoption curve is going to look like okay that that's helpful um maybe switching gears to the contribution margin

You pointed out that there was a partner that I think might have – I think you're saying it maybe had a one-time negative influence. I just want to make sure I'm interpreting that correctly. Are there any other kind of just secular trends on the contribution margin we should be thinking about? Mike, this is Deegan. Let me take that. First off, on the contribution margin, that's a partner that commenced their relationship with us early. We had signed a long-term deal earlier in 2020 that contemplated the economic relationship starting in October, October 1st. They wanted to start early but had, really through the transition period, a fee to pay to their prior platform provider. And so to be a good partner there, we took on that business, but took no margin in Q3. Really a one-time temporal issue where you see revenue in Q3, but no contribution from that partner. And Tikkun, did you call out the impact, like quantify it for us? Is that something we should think about? Yeah, on a pro forma basis, that partner would have added a little over a percent, right, one percentage point to the contribution margin. So that would have been a little over 15% in Q3 had we taken our revenue share, our contractual revenue share, which commenced on October 1st. Okay. And other than that, no other trends we should be thinking about in outer years. no okay um lastly um if we can kind of go back to travel you know i i know that the outlook might be a little cloudy um given the uh pandemic but i mean i i guess should we you know but should we eventually be thinking about right uh travel could kind of eventually right hopefully come back in in a real way if you're saying it's it's the primary driver of the almost 10 million year-over-year drop in revenues in the other segment yeah i mean i think i think you can assume that it will come back um but it's really hard to see what the timing will be um you know on this one i mean we study the industry we're looking at what's going on but

To be honest with you, with the uncertainty around what's happened this year and obviously what's going into next, I would say that I feel comfortable saying your guess is as good as mine in terms of what the timing would be.

Okay. Understood. Thank you very much.

Again, if you would like to ask a question, press star 1 on your telephone. Our next question comes from Daniel Grossley with Citi. Your line is open.

Hi, guys. Thanks for taking the question and congrats on a good quarter out of the gate. I want to focus a little bit on the Medicare AEP period that just ended. You know, anything that was different this year versus last year? Obviously, everything has kind of moved online now. So just curious if you've seen anything different from a demand partner perspective or kind of the amount of customer referrals coming through clicks, calls, or leads. Any trends that were different this year versus previous years?

I would say there was nothing specific to call out. I think that the demand was strong, and so we've had very strong EP performance, but it was in the form of just increased demand, increased adoption of direct-to-consumer. Some of our partners now starting to support an online-only experience, which then precipitates a heavier investment in online customer acquisition. The growing adoption of Medicare Advantage, um you know among new entrants into the medicare pool so all of those are trends and secular trends and demographic trends that we've seen for a while um so all of those things and just the continuation of those trends you know we believe contributed to a strong aep for us um not any one thing that we're seeing in this period that we really hadn't anticipated right

Gotcha. Okay, that makes sense. And then, you know, one of the newer channels for you is kind of the agency channel. Any comments you can make on the progress going into, you know, selling leads to the traditional agents and your hiring of sales folks to address that channel?

Yeah, absolutely. I think we're making good progress. You know, it's something that we launched in Q3. And you're right to point out, you know, how's the hiring going? The hiring is going very well. We have a great team there that's ramping up. Many of them are in Arizona because it does require a different team in place to do outreach and work with agents as opposed to insurance carriers as our team is typically used to doing. And so we're happy with the ramp of that team. We are starting to generate revenue from that business, but right now we're really focused on building that organization and making sure that with the early adopters, the early agents who we're working with, that we're making sure to dig in and understand what their needs are and what their feedback is. Because in this space, the one thing that we are seeing early on that is very encouraging to us is that there is room for innovation here. There is room for disruption here. transparency, granularity, control, all of those things that we brought to our ecosystem I think are lacking here. We have to address it in different ways, but we see a lot of opportunities here. So we're very happy with what we're seeing and the progress we're making. And then the results are coming in, and we expect strong growth from this business going forward.

Gotcha. And last one, maybe for Tigran. It looks like transaction expenses was kind of double of what you were expecting from the flash numbers in the IPO perspective. I'm just curious, you know, what caused that to double and how we should think about that for the rest of the year.

Yeah, Dan. So those are one-time IPO-related transaction expenses that when we were formulating the flash range were reflected as balance sheet items. And on closing, we determined that some of those need to be expensed as one-time, not occurring items. You can expect to see a similar number in Q4, the month we close the IPO. And then, obviously, going forward beyond that, you expect to see that normalized and adjustments to EBITDA not to reflect these one-time transaction items.

Got it. All right. Thanks, guys.

Our next question comes from Michael Graham with Canaccord. Your line is open. Michael Graham, your line is open.

Oh, hey. Sorry, I'm on mute. Hey, guys, thanks for taking that question. My first question is just on wondering if you can comment on the dynamic of band partners, you know, turning into supply partners as well on your platform? And, you know, are most of the carriers that you're working with taking advantage of that opportunity? And, you know, is converting more of those folks into that dynamic of the opportunity for you?

Hey, Michael, it's Steve. Yeah, absolutely. I think that we I don't know most. We work with over 35 insurance carriers, both as demand partners and supply partners. And so a lot are. What we're happy about is the progress that we've made recently in terms of expanding those partnerships, getting new partnerships, to be sure, but also expanding the partnerships that we already have in place. As we've tried to explain in the past, there is a development cycle or relationship cycle with the supply partnerships with insurance carriers. Typically, they're dipping their toes in the water and then expanding from there. And that can take two to three years to really expand those partnerships. And what we've been happy about is the openness that these insurance carriers have now to expanding this. And I believe that a lot of it is due to how competitive the marketplace has become for customer acquisition. Because this is a great way to offset customer acquisition costs and at customer acquisition costs start to increase with increased competition in the soft market, particularly in the P&C space. We are seeing greater interest in this program. I've just been adopting it, but then expanding these relationships that we may have had in place for one or two years or more.

Okay, thanks for that. And then I wanted to ask a bigger picture question just on, you know, as DTC becomes more prominent and specifically, I guess, the auto insurance market, it seems like we should see consumers switching policies more frequently so it's easier to shop and compare. And I'm just wondering if you think that's true. And I think more transactions is going to be a better, you know, outcome for your platform. Just wondering if you – um foresee any longer term issues where you know carrier ltvs might be under pressure from that dynamic because they're you know losing customers more frequently and you know how do you see those two you know sort of higher transaction volumes versus you know the potential for you know lower ltvs are playing out um yeah that's that's a good question michael um it's hard to say right

um i i what we're seeing is that is that is that the non-standard drivers have been open to switching policies more and that's been for uh some period of time now i mean now what we're seeing are standard uh drivers or standard consumers being more open to switching policies and comparing policies uh because the ease with which uh they can do so um and so you know how will that impact the expected lifetime value of these consumers i mean Again, it's hard to say. I mean, right, if there's increased switching comparison, then it would lower it a bit. But what I have confidence in is the insurance carriers that we work with to be able to factor that in and factor that in quickly when it comes to assessing what the expected lifetime value is of these consumers. Yep. Okay. Thanks a lot. And ultimately for us, that's what's important. right, that they factor that in are accurately being able to evaluate the expected LTD.

Yep. Okay. Thank you, Steve. I appreciate it.

There are no further questions at this time. This concludes today's conference call. You may now disconnect.