Greetings and welcome to Bright Horizons Family Solutions’ First Quarter 2018 Earnings Release Conference Call. At this time, all participants are in a listen-only mode. A question-and-answer session will follow the formal presentation. [Operator Instructions] As a reminder, this conference is being recorded. I would now like to turn the conference over to Stephen Kramer, Chief Executive Officer. Thank you. You may begin.

Thanks, Sherry, and hello to everyone on the call today. With me on the call are Dave Lissy, Executive Chair; and Elizabeth Boland, our Chief Financial Officer, who will go through a few administrative items before I kick off the call. Elizabeth?

Hi, everybody and thanks from me too for joining us today. For reference, this call is being webcast and the earnings release that we issued after the market closed today, as well as a recording of the call, are or will be available under the Investor Relations section of our website at brighthorizons.com. Some of the information we're providing today incorporates forward-looking statements, including those addressing our operating strategy and financial outlook for Q2 and the full year 2018, our expectations for revenue growth, operating margins, business segment contributions, acquisitions, growth plans, center additions and closures, capital investments, interest expense, FX rates, tax rates, adjusted net income and EPS and cash flow. Forward-looking statements inherently involve risks and uncertainties that may cause actual operating and financial results to differ materially. These risks and uncertainties include those that are described in the risk factors of our 10-K and in other SEC filings. Any forward-looking statement speaks only as of the date on which it's made, and we undertake no obligation to update any forward-looking statements. Lastly, the non-GAAP financial measures that we discuss are detailed and reconciled to their GAAP counterparts in our press release, and will also be included in our Form 10-Q which will be available in the Investor Relations section of our website once we have filed that with the SEC. So now I'll turn it back over to Stephen for the review and update on the business.

Thanks Elizabeth. On today’s call, I’ll review our financial and operating results for the first quarter and provide an update on our growth outlook for 2018. Elizabeth will then follow with a more detailed review of the numbers, before we open it up for all of your questions. We're really pleased with our strong start to the year, with solid contributions from each of our three lines of business. Revenue grew more than $41 million or 10% to $4464 million, and adjusted earnings per share of $0.72 increased 18% from last year. In our Full Service Center segment, revenue grew more than 9% in the quarter and we added 15 centers, including new client centers for Houston Methodist Hospital and premier law firm Cravath, Swaine & Moore, along with two multi center tuck-in acquisitions. New client launches, expanded utilization, and rate increases, drove revenue increases of 9% in our Back-Up division and 26% in our Educational Advisory segment for the quarter. Recent new client launches for these segments include Sprint, Volkswagen Group, Emory Healthcare, and Santander. As we have discussed on prior calls, the timing of when new clients launch their service, as well as utilization levels, can each contribute to some variability in the quarter to quarter growth rates. That said, we are pleased to be tracking well against our 2018 topline growth targets of 10% to 12% for Back-Up, and approximately 20% for our Ed Advisory Services. Following on from this solid topline growth, we also continue to deliver strong and consistent operating results across the business, while making important investments to support further growth and operating efficiency. We are therefore on track to regain operating margin leverage in the range of 50 to 100 basis points for the full year 2018. On that topic, let me take…

Thank you, Stephen. So just recapping the headlines for the quarter. Overall revenue was up 10%, $41.5 million in the quarter. On a segment basis, the Back-Up Division expanded $4 million on the topline or 9%, and Ed Advisory Services was up more than $3 million or 26%, primarily from new client launches and expanded utilization by our existing client base. The $34 million increase in Full Service Center revenue was driven by rate increases, enrolment gains, contributions from newer centers, and positive FX. In Q1, gross profit increased $9 million to $114 million or 24.5% of revenue. And adjusted operating income was up $4 million to $56 million, which translated to 12% of revenue. We generated approximately 10% operating margin in our Full Service segment, and 26% in both Back-Up and Ed Advisory in this past quarter. In Full Service, the gains from enrollment growth in our mature and ramping centers, contributions from new and acquired centers, and price increases, were partially offset by the mix of centers in the overall portfolio. Also as previously discussed, operating margins in Back-Up and Ed Advisory can vary from quarter to quarter, based on the timing of new client launches and service utilization levels. Also, we continue to absorb the near term effects of the investments in technology and people to enhance the user experience and to expand consumption of our services, as well as increase the efficiency of our ultimate service delivery. And that is also reflected in slightly lower operating margins this quarter. As we move through 2018, we expect to gradually regain operating margin leverage and to be able to generate 50 to 100 bps of improvement for the year. In the first quarter of 2018, overhead was approximately 10.8% of revenue, down 10 basis points from 2017. In…

[Operator Instructions] Our first question is from Andrew Steinerman with JPMorgan. Please proceed with your question.

I could do it. It’s really a wonderful …

Hi Andrew. Are you ready to ask your question? Mr. Steinerman?

Sherry, we may want to go …

We’ll move on to the next question. That would be Jeff Meuler with Robert W. Baird & Company. Please proceed.

Yes, thanks. Nick Nikitas is on for Jeff. Stephen, in your remarks you mentioned the solid new business pipeline you guys are seeing. Is there any change or improvement post corporate tax reform? Or would you kind of characterize that as largely kind of a similar situation with what are still pretty favorable selling conditions?

Yes. I mean what I would say is, it's more the latter. So obviously on the margin, organizations have contemplated what to do with their tax reform dollars. And so if there were any segment that we see that has shown the best benefit from that, it would be in our Educational Advisory area, where employers, certain employers have come out and stated that they want to invest more in their tuition assistance programs. That said, overall we just see favorable selling environments based on the economic conditions that we currently find ourselves. So that's really where I would focus the attention is much more around the current economic conditions, as opposed to very specifically around the tax reform. Okay, that makes sense. Nice to see the positive feedback on the IT investments you guys are making. To date, has that largely just been in a customer experience perspective, or have you guys started to see any increase in usage rates or other areas where it's flowed through?

Yes. So we survey individual users after each use. And so that's when we've been really able to most pick up the feedback. I think we've seen a small improvement as it relates to some reuse rates, but again what I would say is the majority of the feedback we’re receiving, both on the Back-Up side and Ed Advisory, is really in terms of user experience. We expect longer term that user experience should translate into more use, but today it's really focusing on just a very positive experience. And clearly that positive experience is being projected not only to us, but also to our client partners, which again longer term can only be positive.

Yes. Makes sense. Thanks. Just one last one, Elizabeth. On the Full Service Q1 growth, could you break out the FX and M&A components?

Sure. So just bear with me one second. So the contributions from acquisitions was a little over 1.5%. FX was about 2.5%.

Okay, great. Thanks guys.

Our next question is from George Tong with Goldman Sachs. Please proceed with your question.

Hi, thanks. Good afternoon. Can you discuss some margin progress of your newer lease consortium centers and when you expect the overall group of centers to be margin accretive as the successive classes mature?

Sure. So just to sort of reset the table a bit on this. We have, as Stephen mentioned, we have now 74 centers in this newer grouping of lease/consortium centers and we’ve opened since the beginning of 2013. That cohort of centers, along with the others that we expect to open this year, are generating in the neighborhood of $150 million, $160 million of revenue. We expect in 2018 - it was $120 million last year. And so we’ve got good growth in each of the cohorts. These centers were positive in 2017. So they’re margin positive in the whole as a class, but they are, as you mentioned, a headwind to margin improvement because of the relative scale of that revenue to the amount of margin dollars. So what we would expect to see is that margin continue to improve from the mid to high single digits, to continue to gain a bit on that and to be - it’s a slight headwind in the first part of this year, similar to what we had talked about, 10, 15 basis points or so, but becoming somewhat positive to overall margin contribution by the end of the year in the range of that same number, positive 10, 15 basis points or so. But that’s a sort of mid-year inflection point.

Got it. Very helpful. Secondly, you touched a little bit on your pipeline performance. Can you elaborate on how your sales pipeline is building from both your new and existing clients and provide an update on your cross selling initiatives?

Absolutely. Happy to. So if we take a step back, as I mentioned, we have a good pipeline, both from new and existing clients. And what's exciting about the pipeline is that it's really agnostic as it relates to industries and geographies. So we see a strong pipeline across the country, as well as in all of the major industries. When we think about the cross selling efforts, I think we've been particularly pleased to see the good percentage of the overall pipeline is growing into our existing accounts. So when you think about at this point, 20% of our clients offering more than one service, we are definitely seeing the number of those clients go up, despite the fact that again we aren't seeing great movement on the 20% because we continue to bring in new clients who on average are purchasing one service to start. So again, I think we've seen good momentum of the number of clients growing that have more than one service, and then ultimately the overall client base continuing to grow as well.

Very helpful. Thank you.

Our next question is from Jeff Silber with BMO Capital Markets. Please proceed.

Hey, good afternoon. It’s Henry Chien calling for Jeff. Hey Stephen, I was wondering if you could comment a bit on how the acquisition landscape is shaping up, whether it's just - are you seeing a good deal flow in terms of tuck-in acquisitions or any markets that look attractive to you?

Yes. So obviously we started the year well, right? So we had an acquisition here in the US and we had an acquisition in the Netherlands. They were very much prototypical for us as it relates to good, small groups, high quality in geographic areas that make sense, with nice financial profiles. We continue to see good pipeline as we look into the future of those kinds of deals. As you know, acquisitions are lumpy. And so they will come in as they come in, but certainly our team here in the US, as well as in the UK and in the Netherlands, continues to see good proactive efforts of reaching out to owners, having good conversations and ultimately we have good visibility into some nice small groups into the future that we believe at some point we’ll be able to close in the same way that we did here in the first quarter. Got it. Okay. That’s good to hear. And just on the number side, it looks like gross margins came down a little bit. I was just curious if there's anything going on in the quarter and what sort of drove that.

Sorry, Henry. Which margin were you talking about, Full Service?

I said - yes, overall gross margin.

Overall gross margin. Yes. So what you're seeing I think is the, sort of the continuation of the - a couple of the factors that we had talked about last year. We had the - some incremental spending in some areas last year that wasn't all happening in Q1. So we're still lapping some of that initial investment cycle, and a bit of headwind there from the lease/consortiums centers that I was talking about a minute ago. Those are probably the primary factors. Otherwise, it's just a matter of mix. It can be site mix on where we have a concentration of revenue in the UK and just the way that that comes in in the Full Service segment versus contributing from Back-Up or Ed Advisory. So those are the primary drivers.

Okay, got it. All right, thanks so much.

Our next question is from Manav Patnaik with Barclays. Please proceed with your question.

Good evening guys. Elizabeth, my first question is - hey. So first question is just around some of the moving pieces to guidance maybe. So you bought back some shares, lowered your share count. I think in the press release, your tax rate in one of the foot notes said you used 22% for the full year. I think you said 22 in the call so I want to clarify that. But I guess what I was getting at is that, 50 to 100 basis point of margin, that's the big range for the year. So did some of that just get pushed out into ‘19 maybe to offset? Are you just taking a wait and see approach here?

Yes. I mean I think just touching on both of those. The tax rate just it’s a clarification there is that the tax rate you're seeing in the footnote is referring to the GAAP tax rate. The 23% is applied on our adjusted net income and adjusted EPS. So it's just a slightly higher rate than the GAAP rate. So sorry for that proximity that's confusing. With respect to the range on the operating margin improvement, I think we've sort of alluded to the moving parts, and I think the - as we come into the year and Stephen said this, we feel - continue to feel really good about the performance in this fairly large cohort of lease/consortium centers, about the spending that we've done to support the continued growth in Back-Up and Ed Advising. And we just need to have that continue to come to fruition as the year goes along. So I think the range is appropriate for where we are and what we're seeing, the possibility for the year and just needing to again get everything put into place. But it’s a matter I think of having the time to absorb what we’ve talked about for the last year or so.

And I guess, is there a progression that we should think about for the rest of the year? Or like was there anything in the quarter that either got delayed or surprised you relative to your guidance on the Full Service side maybe?

No. I mean I think we - as we had come into the year and indicated that we'd be - we're on this sort of on ramp if you will with both lease/consortium centers and even any - the groups that we've acquired over the last couple of years. And so having - coming into the year, we knew that we would be marching on the same path that we’d sort of ended 2017 at. So I think that we're really well in the range of what we expect - how we expect it to start the year off and that this would be a little bit back end weighted just given the pieces that are contributing to the return and what we were lapping from ‘17.

Okay. And then just last one for me for you, Stephen is, the acquisition in Netherlands I think, correct me if I'm wrong because I don't recall you doing one for some time there. With the US kind of saturated, UK done, will that be an area we’ll see more coming in? Can you just help us understand the pipeline there?

Yes. Sure. So first what I would say is, we have a strong pipeline in each of the three geographies. And what I really like about our acquisition pipeline as well as how we've been executing is that we have a really good track record and a good pipeline in each of the geographies. So it is certainly not a good assertion that the US is drying up in terms of pipeline. I think we continue to see really good deals as was demonstrated in the first quarter of this year. And the Netherlands we acquired last year. We've acquired again this year. And so I think you'll see us really moving beyond between geographies and taking the best opportunities out of the market as we see them. And so our teams are really active in each of the three and I think your expectation should be that you'll continue to see us execute across all three.

All right, thanks a lot.

[Operator instructions]. Our next question is from Hamzah Mazari from Macquarie Group. Please proceed with your question.

Hi. This is Kayvon Rahbar. I’m filling in for Hamzah. Can you talk to how much of your business is directly relevant to the current US tuition reimbursement spend and what your forecasts are going forward?

So in the Ed - so the Ed Advisory business last year we ended just under $60 million. And as we mentioned, have about a 20% growth actor on that segment. The lion’s share of that is our Ed Assist business which is in the both advising and advising to adult learners and the tuition reimbursement side of the business. So I think if I'm understanding the question right, we'd be expecting to grow that by 20%. It is a - the tuition spend itself in the sort of global marketplace is substantially higher. This is just the fee that we take for doing the administration that we would be growing at that level. But tuition reimbursement spending continues to be strong in the general industry. We estimate that market in the range of $15 billion to $18 billion or so of annual spend and we take - as I say, we take an administrative fee on that level of spend.

Yes. And the only thing I would add, just to be clear, is that those dollars that Elizabeth is alluding to get invested, are employer dollars, right? So this is not a market that is driven by the government, other than the fact that there is obviously a tax incentive, up to 5250 for - per employee, for employers to support tuition assistance. I’d say the other dimension that's probably important to point out that you may or may not know, is the vast majority of that market today employers are actually administering their tuition assistance programs themselves. So we’re really convincing employers who currently “self-operate” these programs to outsource them to us so that we can ultimately more strategically manage them and support their employees to up skill the workforce and ultimately get to a place where their dollars are better spent than they are when they self-manage.

All right. That's very helpful. And then another question and unrelated, and I was taking notes, so forgive me if this is already asked. But how should we think about free cash flow conversion, free cash flow, EBITDA or net income? However you define it going forward, how should we be thinking about that?

So we were estimating free cash flow - so we define it as cash flow from ops after maintenance capital. So we’re estimating $220 million to $230 million this year. And our expectation in terms of a growth rate, that that would continue to grow similarly to our EBITDA. So it would be in the - if our topline growth is 8% to 10% and we're leveraging that, so a mid-teens growth rate on our cash flow as well.

Okay. Thank you.

Great. Well, thank you very much for participating in our call this afternoon, and we'll look forward to seeing you all out on the road.

Thanks everybody. Have a good night.

Good night.

Thank you. This concludes today's conference. You may disconnect your lines at this time and thank you for your participation.