corresp
EZCORP, Inc.
1901 Capital Parkway
Austin, Texas 78746
Telephone: 512-314-3400
Facsimile: 512-314-3463
December 1, 2008
VIA FEDERAL EXPRESS AND
EDGAR TRANSMISSION
H. Christopher Owings
Assistant Director
Division of Corporation Finance
Securities and Exchange Commission
Washington, D.C. 20549
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Attention:
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Yong Kim |
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Mail Stop 3561 |
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RE:
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EZCORP, Inc. |
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Registration Statement on Form S-4 |
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File No. 333-153703 |
Dear Ms. Kim:
Following your conversations today with Danny Chism, Controller of EZCORP, Inc., we are writing to
provide supplemental information to our letter dated December 1, 2008, responding to the comment
letter from the Commission staff dated November 28, 2008.
The following numbered responses correspond to the numbered comments in your November 28 letter.
Page references in this letter are to the unmarked versions of the registration statement filed via
EDGAR.
Unaudited pro Forma Financial Statements
Notes to pro Forms Combined Financial Statements of EZCORP, Inc., and Subsidiaries, and Value
Financial Services, Inc. (Unaudited)
Note A: Pro Forma Adjustments to the Unaudited pro Forma Combined Balance Sheet as of June 30,
2008.
Item 7, Bullet 1 Fair value of VFS customer lists / relationships
Response: See page 31. The reason we deleted the customer relationship reference from the
S-4/A#3 is to alleviate any potential confusion that by referencing the
H. Christopher Owings
Attention: Yong Kim
December 1, 2008
Page 2
80% repeat customer business and the customer list / relationships that VFS holds creates value
as a separate identifiable intangible asset pursuant to the provisions of SFAS 141. We do not
believe having 80% repeat customers distinguishes VFS from other pawnbrokers. This position is
supported by VFSs statement on page 42 of its Form S-1/A filed with the SEC on November 27, 2007,
in which VFS stated that its customer behavior is similar to the behavior found in a 1998 Credit
Research Center study that almost 80% of pawn loan borrowers surveyed had taken out a pawn loan
previously. We believe, but do not have any concrete evidence, that there are many factors that
attract customers to visit a pawnshop repeatedly, including location and proximity to customers
homes or businesses, the absence or presence of competition, and pricing; however, neither EZCORP
nor VFS has ever studied the driving factor. We do believe, as previously stated, that the VFS
business processes and service provided by its tenured, experienced, and trained employee base have
value which has been recorded in the form of goodwill.
We have been advised informally by Ernst & Youngs valuation specialist that they do not typically
place a valuation on customer list in retail businesses.
Responding to your question whether VFS has a customer list and, if so, whether VFS uses the
customer list, we have been advised by VFS that it maintains electronic data on pawn customers and
retail sales customers capable of generating a list of customers. However, the pawn customer
information is not used to market VFS products or services to former or current pawn customers.
VFS does generate a mailing list for direct mail advertisements to former retail sales customers
announcing sales and marketing merchandise. These direct mailers are distributed around key sales
periods such as Thanksgiving, Christmas, and Valentines Day. However, VFS does not track
responses, success rates, repeat customers, increase in sales, increase in customer traffic, buying
habits, or any other customer behavior, characteristic, or habit from a customer list or direct
mailers.
Based on the reasons stated in our original response, the reasons above, and Ernst & Young LLPs
professional opinion that the fair value of the customer lists and relationships is zero, we have
allocated none of the purchase price to customer lists or customer relationships, and believe it
would be inappropriate to do so in accordance with the provisions of SFAS 141.
Item 7, Bullet 2 Lease Asset Valuation
Response:
Upon review of the language in SFAS 141 paragraphs B172 to B174, we continue to believe that
no additional value is attributable to the leasehold interests, above and beyond the calculation of
favorable or unfavorable lease rates. We
H. Christopher Owings
Attention: Yong Kim
December 1, 2008
Page 3
acknowledge that in certain unique circumstances, a leasehold interest can have additional
value to an acquirer, when the lease provides access to markets that would otherwise be
unavailable. This would be the case for an airport gate (the example included in B173) or for
anchor space in a regional mall when other replacement space is not available.
In the case of the acquired leasehold interests, the barriers to entry are extremely low from a
real estate lease standpoint (e.g., the current operator could easily move down the street to
alternate space without adversely impacting business performance). Based on the SEC comments, we
have considered whether the properties subject to the acquired leasehold interests offer any
advantageous zoning approvals or otherwise represent a unique leasing opportunity within their
local markets, and have identified nothing to indicate additional value.
In follow-up discussions with Ernst & Young, they have informed us that their procedures for
determining leasehold value include consideration of additional value as described in paragraphs
B172 to B174 of SFAS 141, when the leased property is unique within the surrounding market area.
As the properties in question are relatively small (about 5,000 square feet), Ernst & Young has
indicated to us that under normal market conditions, replacement properties are typically readily
available. In the process of conducting telephone interviews with local real estate brokers, they
discovered no evidence to suggest that the properties in question offered any unique
characteristics in their respective market areas. If we discover evidence to the contrary in our
detailed SFAS 141 analysis, we will adjust the leasehold valuation accordingly.
Item 9 Inventory Valuation
We are providing the following additional information to assist in your understanding of the
methodology we followed in estimating the fair value of the inventory to be acquired, the selling
and disposal costs and the reasonable profit margin assumed in that calculation. For all
calculations, we used as the base our actual results of our U.S. pawn operations for fiscal years
2007 and 2008 and utilized averages of the two years results as an indication of the level of
selling and disposal costs we would anticipate incurring on the sales of inventory being acquired
in this merger and as an indication of the reasonable profit margin that would be appropriate to
assume such that the estimate is based as much as possible on empirical data.
We estimated the selling cost of the acquired inventory as the historical recorded value of the
inventory divided by our average cost of goods sold percentage (as a percent of merchandise sales)
realized in fiscal 2007 and 2008. We used this indirect approach because each item in a pawn store
is unique due to the varying degrees of condition based on most merchandise being used merchandise,
and there are no standard prices or list prices that can be applied to large portions of the
inventory population. Likewise,
H. Christopher Owings
Attention: Yong Kim
December 1, 2008
Page 4
we do not have a standard set of inventory items we carry, but rather carry whatever brands and
models of merchandise our customers wish to pawn, which results in inventory available for sale
upon any pawn loan forfeitures. We believe using the historical recorded value as a base for this
calculation is reasonable, as it has been our observation that VFS lends similar amounts to EZCORP
on similar items, and values its inventory, as does EZCORP, as the amount loaned on any collateral
that ultimately forfeits and can be sold. Therefore, we believe the historical relationship of
sales prices and our cost of goods sold percentage will approximate that which would be realized on
the acquired inventory.
In calculating the selling and disposal costs we expect to incur related to the acquired inventory,
we included in our analysis all expense line items that are included in our store operating expense
(direct and indirect) as well as depreciation and expenses related to our regional directors, which
is not recorded as store operating expense in our consolidated financial statements. We excluded
from costs allocable to merchandise sales only those costs that are specifically identifiable and
related solely to activities other than retail sales (such as bad debt and processing fees on
payday loans).
In our stores, we not only sell merchandise, but also lend money to customers through pawn loans
and to a smaller extent through payday loans. Therefore, our costs incurred in running a store are
related not only to the sales of inventory but also to the lending function. Most store costs
cannot be directly attributable to only sales or lending, and a reasonable allocation method must
be used to approximate the amount of those store costs relating to the retail sales function, such
as allocating salaries of employees who engage in both sales and lending. In fiscal 2007 and 2008,
merchandise sales represented 70.85% of our total revenues in U.S. pawn stores. For most expenses
that could not be attributed specifically to sales or lending, we assumed that since 70.85% of the
total revenues were derived from sales, 70.85% of store costs also would logically be related to
sales and multiplied the total cost of these expense categories times that percentage to estimate
the costs related only to sales. As credit card and check processing fees are related specifically
to only sales, 100% of those costs was allocated to merchandise sales activity. Occupancy and
repairs and maintenance expense were allocated based on the square footage utilized by each
function. A standard pawn store is approximately 5,000 square feet and the retail portion visible
to customers is approximately 1,200 square feet, or 24% of the total square footage, with very
little of that space required for the lending function. The remaining 76% of the square footage is
for storage of loan collateral and is not visible to the customer. For these reasons, we allocated
24% of occupancy, repairs and maintenance to merchandise sales. Because the loan collateral space
is rarely air conditioned (the largest utility expense), however, we retained the 70.85% estimate
of utilities relating to retail sales in allocating utilities costs. We allocated 0% of costs
directly attributable to payday lending to retail activities as these costs are separable and
relate only to payday lending. We also included as a selling and disposal cost the portion of
depreciation we estimate to be related to retail sales, based on 70.85% of depreciation on pawn
stores. We then calculated each of
H. Christopher Owings
Attention: Yong Kim
December 1, 2008
Page 5
the resulting selling and disposal costs as a percentage of the actual merchandise sales in each
period to estimate the selling and disposal costs we expect to incur in relation to the acquired
inventory.
To estimate the reasonable profit margin, we then multiplied our actual fiscal 2007 and 2008 total
disposal and selling costs by our gross profit rate (gross margin) in those periods, and divided
the result by our actual merchandise sales in those periods. This resulted in a reasonable profit
margin of 10.6%.
We then applied the selling and disposal costs as a percent of sales from fiscal 2007 and 2008 to
the estimated selling price of acquired inventory to approximate the selling and disposal costs we
will incur in selling the acquired inventory. We then derived the inventory value by subtracting
the resulting selling and disposal costs from the estimated selling price, and further subtracting
the reasonable profit margin (the actual profit margin percentage in fiscal 2007 and 2008
multiplied by the estimated selling price of the inventory to be acquired). We then included in
the purchase price allocation the value of inventory estimated by this approach, which resulted in
an increase of $475,000 compared to the historical recorded cost of the inventory.
* * *
We acknowledge that:
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Should the Commission or the staff, acting pursuant to delegated authority, declare
the filing effective, it does not foreclose the Commission from taking any action with
respect to the filing; |
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The action of the Commission or the staff, acting pursuant to delegated authority,
in declaring the filing effective, does not relieve the company form its full
responsibility for the accuracy of the disclosure in the filing; and |
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The company may not assert staff comments and declaration of effectiveness as a
defense in any proceeding initiated by the Commission or any person under the federal
securities laws of the United States. |
H. Christopher Owings
Attention: Yong Kim
December 1, 2008
Page 6
We trust that the foregoing information responds completely to your comments. Please contact me or
our outside counsel, Lee Polson, Strasburger & Price, LLP (telephone 512-499-3626, fax
512-536-5719, email lee.polson@strasburger.com),if you have questions or require additional
information.
Very truly yours,
EZCORP, Inc.
/s/ Danny Chism
Controller and Assistant Secretary
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Cc: |
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H. Christopher Owings
Scott Anderegg
Andrew Blume |