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The Internet Capitalist S.G. Cowen's Companion To Internet Investing Oct. 23, 1998 Scott Reamer: 212.495.7769 reamers@sgcowen.com
The Week Macroeconomics Trumps Microeconomics Q3 Earnings: So Far, So Good
Trend Watch It's The Relationship That Matters
Company Watch America Online (AOL) Amazon.com (AMZN) Yahoo! (YHOO) Excite (XCIT) Sterling Commerce (SE)
Observations A Slowdown In Traditional Media Advertising?
Valuation Watch Internet Boom Meets Internet Backlash Why Increasing Returns Matter Some Thoughts On MSFT V. DOJ
The Calendar This Week: Earnings
Data Bank
The S.G. Cowen Internet Universe ======================================
"The Internet Capitalist" is published every two weeks by the S.G. Cowen Internet Research team and is distributed through email, First Call and fax. This companion piece attempts to place both anecdotal and concrete data within a thematic context that will help institutional investors gauge where the greatest shareholder value will be created over time in the Internet universe. And though we certainly subscribe to the notion that "less is more", we have included a broad array of issues within this piece, the underlying logic being that successful Internet investing necessarily demands a wider, not narrower, view of these stocks and the issues that drive them. Additionally, since the Internet is also a democratic medium at heart we encourage feedback. Suggestions, challenges, criticisms; all are welcome. Our hope is that this piece will offer, on balance, greater utility for the one commodity with any real value: time.
SG Cowen Securities Corporation makes a market in AMZN, YHOO and XCIT securities. SG Cowen Securities Corporation co-managed an offering of AOL securities within the last three years. To be included on the distribution list simply send an email message to infomail@sgcowen.com with the phrase "subscribe capitalist" in the body of the text, contact your S.G. Cowen institutional salesperson, or a member of the research team. Should you be moved to un-subscribe yourself from the list, send an email to infomail@sgcowen.com with the phrase "unsubscribe capitalist" in the body of the message. Further information on any of the above securities may be obtained from our offices. This report is published solely for information purposes, and is not to be construed as an offer to sell or the solicitation of an offer to buy any security in any state where such an offer or solicitation would be illegal. The information herein is based on sources we believe to be reliable but is not guaranteed by us and does not purport to be a complete statement or summary of the available data. Any opinions expressed herein are statements of our judgment on this date and are subject to change without notice. S.G. Cowen , or one or more of its employees, including the writer of this report, may have a position in any of the securities discussed herein. The contents and appearance of this report are Copyright(c) and Trademark(tm) S.G. Cowen 1998. All rights reserved.
Introduction
Why "Capitalist"? The Internet is interesting and hip. It's also popular and cool. Unfortunately, recognition of these facts wouldn't have necessarily made you much money over the last few years. Indeed, an investment strategy based on these gleanings would have left you with a portfolio of Java, VRML, and "push" technology vendors. And though each of these might have created shareholder value on the margins, none would have compensated you for the risk inherent in Internet investing or for the opportunity cost of not being more fully invested in more profitable Internet themes. Our goal, then, with "The Internet Capitalist" is to identify and profit from the dislocations that the Internet has created for businesses and consumers alike. We start by asking three basic questions: Which companies have identified the revenue opportunities created by the Internet's growth as a consumer and business medium? Which have the skill sets and management breadth to execute against these opportunities? and Which have business models that will create substantial shareholder value over time? Our answers to these questions should help you capture the arc of our thinking in this industry as it evolves from a network for academics into a medium for the masses.
Why "Companion"? We hope this piece asks as many questions as it answers, and generates as much debate as it satisfies (which we plan to include). Coupled with a user friendly layout, we want "The Internet Capitalist" to stimulate and ease the investment decision. The mental framework with which we parse Internet investments is defined broadly and driven by a few relatively simple themes. Within this framework, however, there are multiple paths to generating superior, above-market returns. "The Internet Capitalist" is our attempt to illustrate those paths on an ongoing basis, determine the commonality among them, and suggest how shareholder value will be impacted and where it will flow. And though you'll find us to be bullish on the Internet sector generally, our expectations for these stocks are tempered by three realities. First, that the market remains relatively inefficient for these securities, which makes taking a substantial ownership position both difficult and costly. Second, valuation levels leave little to no room for errors of execution or strategy. Third, profits (or cash flow) matter; progress toward meaningful profitability is a necessary condition for an increase in shareholder value. With those caveats, we still believe investors can achieve superior returns based on a patient, disciplined, long term strategy toward investing in this sector. We hope "The Internet Capitalist" becomes an indispensable tool toward that end.
The Week Macroeconomics Trumps Microeconomics
We knew something was different, really different, about the market's behavior when Yahoo! (YHOO-Strong Buy) reported their September quarter results on October 7th, roundly (and rightly) considered a blow-out quarter, and the stock dropped the next day more than 10%. It wasn't simply an exercise in "selling the news", since the quarterly results (and the magnitude of their upside) was, indeed, new news. The halcyon days of yore (for Internet stocks and the broader market), most certainly were over. In Yahoo!'s case, macroeconomics most certainly was trumping microeconomics.
Amid all of the confusion let loose on the markets in the last few weeks (the Fed, the Long Term Capital bailout, the dollar, treasury/corporate spreads, liquidity), we have been tempted to take a step back and re-asses our fundamentally positive view of the Internet sector. Further, with talk of recession hanging in the air, technology investors have begun to question the conceit of the New Economy and to question heretofore widely held views (like, for example, Internet stocks can do no wrong). So if a recession is possible in the U.S., and markets are becoming less efficient in the process of price discovery, what of Internet stocks? What are the hidden assumptions in our Internet business models? How dependent are the Street's estimates on a general level of economic prosperity? As importantly, how would the stock react to a growing desire for risk reduction in portfolios?
Lower or negative GDP growth would have ripple effects throughout the economy, but most specifically on pricing, on demand, and on costs. The Internet names should not necessarily be immune to these effects, but in our view have the greatest buffer zone on each of these factors. So let's go through each of them in succession.
Pricing. For AOL (AOL-Strong Buy), we have already looked into the crystal ball on the pricing front and we like what we see. We challenge readers to come up with another example of a consumer goods or services company that is as demand inelastic as AOL; the company raised prices (from $19.95 to $21.95 in the June Q) and actually increased their retention and usage (read: ratings). Pricing for Yahoo!, Excite, and the like, of course, is of no concern, since they are free to consumers.
For Internet commerce players like Amazon (AMZN-Strong Buy) pricing has been an issue from the start, since competition has created an environment where only the lowest book pricing is possible. A recession should not create incremental pricing pressure in their market. For Internet infrastructure and software providers (e.g. Sterling Commerce; SE-Buy), pricing could certainly become an issue, evidence of which, so far, is not forthcoming.
Demand. Like pricing, demand for Internet content and services provided by AOL, Yahoo!, and Amazon should be fairly immune from macroeconomic events. We believe the demand for Internet content (and thus traffic for Internet media companies like AOL and Yahoo!) should remain robust in the face of a recession since the Web presents greater utility at a lower cost than competing media like TV, movies, or magazines. As well, since we're still clearly in the hyper-growth phase of the Internet (60 million people today going to 170 million in 2000), any recessionary impact is likely to remain a small blip in a graph most decidedly up and to the right.
Costs. It is hard to make the case that Internet companies generally would have increased costs in the face of a recession, since a large chunk of their costs come from sales and marketing expenditures which are fairly discretionary. Though the Street has increasingly come to view progress toward profitability (if not profits themselves) as important, these stocks will still be driven by revenue, since we're still in the hyper-growth phase of the Internet as a consumer and business medium.
So if a recession per se won't impact the financials of these Internet companies much, we are left with valuations and the Street's appetite for risk as determinants of stock prices. September's and October's valuation retrenchment, perhaps logical in the face of structural risk (liquidity), political risk (impeachment), and macroeconomic risk (recession) most certainly took the bloom off the rose in this space. But if the market really has adopted a new view of risk, growth premiums, and valuation, which names in the Internet universe still make sense?
There can be no denying that the Street was willing to pay a premium for growth in the first half of 1998 (a fact that now seems quaintly obvious). The Internet stocks benefited enormously from both fear and greed in this regard: greed in wanting one's portfolio exposed to these names and the fear of being left out of the party. Now, however, investors are willing to pay a premium for safety, which clearly changes the near term dynamics of Internet investing since these names come with the highest operational and security risks in the market.
Joining safety as an important metric to measure is earnings, a fact made all the more piquant by the observation that , since the end of WW II, earnings are up 54 times for the S&P 500 and the broader market is up 60 fold. Through recessions, deflation, stagnation, assassinations, and the like, earnings are what have really mattered.
So the real question becomes, which of the companies in the Internet universe have the greatest earnings potential and offer that earnings stream with the least amount of risk (read: highest safety)? In our opinion, the Internet's three Blue Chip companies, AOL, Amazon, and Yahoo! are the most well positioned to deliver a strong, defensible earnings stream over the long haul. And if earnings are a key determinant of stock price appreciation (and history certainly suggests as much), then continued execution against a plan that does or will deliver substantial earnings should prove beneficial to these stocks. Yahoo! just delivered remarkable evidence of that execution; AOL and Amazon should follow with similarly strong results next week.
Alan Greenspan, in a recent speech before the National Association of Business Economics described the market's reaction toward the worldwide economic troubles of the last few months, suggested "what is occurring is a broad area of uncertainty or fear...and when human beings are confronted with uncertainty, meaning they do not understand the rules of the terms of particular types of engagement they're having in the real world, they disengage." We would counsel Internet investors to remain actively engaged, since buying opportunities in this space rarely come with any advance warning.
September Quarter Internet Earnings
Now that we are more than halfway through Internet earnings period (by our count some 21 Internet companies have announced their September quarters), we are starting to see hard evidence why this sector has moved up over the last few weeks. 14 of the 21 (or 66% of) companies that have reported so far have outperformed expectations on an EPS basis, with the most notable out-performance in the group coming from industry bellwether Yahoo!. This strength has been roundly distributed in the sector, from Internet security names like CheckPoint (CHKPF-not rated) and ISS Group (ISSX-not rated) to Internet advertising-based models like Excite (XCIT-Buy), DoubleClick (DCLK-Buy), and Broadcast.com (BCST-not rated) to Internet infrastructure names like Inktomi (INKT-not rated). All have beaten numbers.
With those other Internet blue chips Amazon.com and America Online reporting next week (Wednesday and Tuesday after the close, respectively), we anticipate continued strength in the sector, since we believe that these Internet companies' operating results (as opposed to investor psychology or stock momentum) are ultimately what should drive the stocks. We believe both our top-line and bottom-line estimates are conservative for both AOL and AMZN, and should presage an even stronger fourth quarter, owing to seasonally strong advertising and commerce trends in Q4 (recall that 40% of all book sales off-line come during the holiday season). We expect AOL's backlog of Internet advertising and commerce revenue to approach $600 million, giving the Street nice visibility on the $150 million we are estimating in ad/commerce revenue for AOL's December quarter. We would be buying both stocks going into the quarterly announcements.
Trend Watch It's The Relationship That Matters
Certain human relationships transcend the boundaries of time and space; they have a tensile strength immutable by the passing of months, a distance of miles, or, for that matter, the confines of four new walls. Others, lamentably, do not transcend these boundaries, but rather wilt in the face of these pressures and take on a new profile, usually for reasons as wholly unique as the relationships themselves.
For Internet investors, this truism is particularly germane, in light of the importance Internet users are attaching to their online relationships with portal companies like Yahoo!, "destination" sites like Amazon.com, and Internet online service providers like AOL. These companies, influencers, all, are commandeering an increasingly large portion of consumers' time and pocketbooks, and since 60 million or so Internet users call the Internet home for a few minutes to a few hours per day, that's a lot of extra minutes and stray dimes. The Street, however, has had only a few tools with which to properly measure the extent and strength of these online relationships, which has hampered our efforts to understand the differences in the long term value that these relationships will generate for those Internet companies that "own" them. After all, the entity valuations of these influencers will be a function of both the size of their user/customer/subscriber base and the strength of their relationship with these consumers.
To this end, we were heartened to hear Yahoo! management indicate on their earnings conference call that they feel that the simple cost per thousand (CPM) and inventory utilization metrics are becoming less helpful to them and that, going forward, they would stop quantifying these measures for us. On its face, this may seem counterintuitive: an analyst heartened by the promise of fewer concrete data points from an Internet company? But for us, we see it as a tacit admission that these portal businesses have, like adolescents, outgrown the breezy fit and simple categorization of their youth.
We eschew the relatively shop-worn view that these portal companies simply sell advertising and that they do so on a per-impression basis. Increasingly, the Yahoo!'s of the world are staring down multiple revenue opportunities, including commerce, merchandising, and sponsorships, that can't be properly understood (and valued) solely using a measure like CPM. Our own frustrations notwithstanding, this has tended to create confusion among merchants, advertisers, and shareholders as these constituents contemplate partnering with or investing in any of these businesses.
We on the sell-side have been steadfastly quoting CPM and inventory utilization (sometimes combined into one "effective CPM" figure) statistics for the last few years. These measures became useful because they were both simple and common among these advertising-based businesses. And since the vast majority of these vendors' revenue came from straight search and directory, employing these figures made some sense. Now, however, (and increasingly in the future) the portals are deriving revenue from any number of disparate sources, including sponsorships, commerce, merchandising, direct marketing, and promotion to name a few of the bigger opportunities. Not all of them are priced simply on a CPM basis.
To address this limitation, the industry moved beyond CPM and started measuring "reach"; that percent of Web users that a portal had contact within the last month. And though a combination of CPM, inventory utilization, and reach has helped the Street better understand the relative differences in these businesses value, it does have its own weaknesses, not the least of which is that reach alone tends to treat all of the portal players' inventory as equal, when indeed, there are substantive differences. After all, what's to explain the difference in market caps between Yahoo! ($13 billion) and Lycos ($420 million) when their "reach" is but 9% different according to Media Metrix. Clearly, the market is valuing some other measure of influence than raw "reach".
So what metric gets at the strength of the relationship between the portals and their users? Which gets to the heart of these company's influence on Internet users? In our view, influence is a function of two factors: breadth (e.g. the sheer number of users Excite reaches per month) and depth (e.g. the strength of the relationship between Excite and its users). Reach has been a helpful in determining the breadth of a portal's influence on Internet users thanks to its commonality, its easy measurement, and its third party verification. However, it doesn't get us any closer to understanding the depth of these portals' influence on the eyes and ears of the Internet population. Why is depth important? A metric that quantifies depth will give investors a better understanding of how influential, for example, Yahoo! is to a Yahoo! user, that is, how much Yahoo! can "guide" that user to a certain merchant, a certain content provider, or a certain brand message. This, in turn, will be very valuable to advertisers and merchants. Ultimately, some measure of depth (Yahoo! management has used the term "effective reach") will help the public markets gauge the right relative valuations between these portal companies.
So some measure of Internet influence (both depth and breadth), when coupled with a CPM and utilization figure, would better explain the valuations differences between these portal companies and, perhaps more importantly, give us insight into how those relative differences could change with time. Recall that part of the manifest for "The Internet Capitalist" is to identify sources of above-market returns and "determine the commonality among them, and suggest how shareholder value will be impacted and where it will flow." We share Yahoo!'s frustration at the uni-dimensional view forced on us by adherence to CPM or reach alone. So that leaves us with the prickly task of actually getting to some measure of depth of influence that meets the three important criteria laid out above: commonality, easy measurement, and third party verification.
Admittedly, "depth" of influence will be difficult to measure with any precision, but for our part we think it may well have an important cousin in usage (the amount of time spent on the site) and utility (a measure of a consumer's reliance on the site). Intuitively, portals have already recognized this; their efforts to date to make their sites more "sticky" to consumers is a means to this end. As investors we are somewhat limited by the fact that we cannot directly measure "depth", since it is a factor of (at least) these two metrics, usage and utility. And in order to be truly helpful to the Street, this "depth" measure would have to be common among advertising-based business models and, importantly, validated by a third party. Yahoo! has recently indicated that they are working with a third party measurement player to address this need, suggesting that a measure may be forthcoming.
So while we await some industry consensus on what measure is acceptable to measure influence, how that metric would be measured, and who will be doing the measuring, we anticipate further confusion on Internet investors' part as they attempt to measure influence and the resulting financial rewards that will flow to those portal companies with the most. This confusion should play out over the next few quarters, but already we've got some leading indicators (in the form of market capitalizations) as to which companies the Street believes have influence, and which are trying to establish it. As the process of measuring this metric unfolds, we'll continue to wrestle with reach and traffic figures, looking for a metric that, though lagging, helps us understand the relative valuations between these companies.
Company Watch
America Online (AOL) Thursday's WSJ article on the threat to AOL from broadband services contained all the elements of distracted journalism, including a threatened incumbent (AOL), an advancing Goliath (AT&T), a hopeful upstart (@Home), and an assumption that all those players but one (AOL), would seize the opportunity presented by broadband technologies. It did not, unfortunately, contain much in the way of insight, since the broadband issue has been kicked around Silicon Valley more than impeachment scenarios around the Beltway.
Though the response to this line of thinking (that broadband changes the game and that AOL may be unable to respond to the changes wrought) cannot easily fit within this edition of The Capitalist (we'll save it for another issue), we'll make the observation that speed is only important if there's something on the other end of the pipe worth seeing and if there is someone there to see it. AOL's strength derives primarily from the 15 million consumers worldwide that call AOL their online home. Will they, willy-nilly, pick up and leave once their cable company offers them fast service? Clearly, no. Will AOL be able to leverage their subscriber base with providers of broadband services or content? Clearly, yes. AOL most certainly will not be left out of the broadband game; indeed, it is our firm belief that they'll be driving it.
Yahoo! (YHOO) This week, Yahoo!'s Yahoo! Finance area set a policy that requires all new participants to supply a valid email address before posting messages. Apparently, a few participants were abusing the environment and causing a disruption (no examples were given, but perhaps there was a lot of cursing when Yahoo!'s stock failed to go up after their blow-out quarter). This got us to thinking that, as Yahoo! has expanded their community and chat functionality over the last several quarters, they have necessarily created the burden of passively managing the environment they've fostered. As portals become more central to online users, the demand for them to police their community should only increase. If this function can only be performed by a monitor (employee), could this impact profitability? That's unclear. For now, the margin structure should be driven by far more important things (like S&M expenses), but it's food for thought.
Amazon (AMZN) News late last week that Wal-Mart is suing Amazon for allegedly pouching Wal-Mart employees raised our eyebrows. Above and beyond the central complaint in the case (that Amazon is targeting Wal-Mart employees who have an expertise with their proprietary distribution, data warehousing, and merchandise management system, Retail Link), what we are witnessing is no less than Goliath stoning David. Wal-Mart, with 825,000 employees, is 730 times the size of Amazon, with 1,130 employees and is 230 times as large on a revenue run rate basis ($125 billion versus $540 million).
When combined with Bertelsmann's comments that "Amazon is a heavyweight," and that "we [Bertelsmann] have a good position now to start tough competition.", you'd think Amazon was causing these companies real pain. Though we never take a lawsuit for granted (having learned our lesson in 1994 with Microsoft), we tend to take a glass half full approach to this suit, insofar as it reinforces our view that Amazon is changing the very face of retail (a concept we have spoken frequently about and we embody in the phrase that "online retailing is different"). If companies as large as Wal-Mart and Bertelsmann are starting to understand the power of the Web and of tiny little Amazon, we can't believe the Street's understanding of the same won't become more clear soon.
Excite (XCIT) Excite adopted a stockholder rights plan this week, to be triggered when any entity holds greater than 15% of the company, ostensibly to protect itself from any unsolicited acquisition attempts going forward. We can only hope that the move is pro-active and not reactive, considering the source of the last unsolicited acquisition offer Excite received.
Excite also teamed with SportsLine USA (SPLN) this week to offer Excite users SportsLine content on the Excite Sports by SportsLine USA channel. Financial terms of the deal weren't discussed, though the deal is multi-year and will leverage Excite's sales staff, insofar as they will sell all of the traffic inventory produced by the channel. Good for Excite in that they get to offer better Sports content and can enhance their service; good for SportsLine in that they get exposure to a badly needed new revenue stream (recall that SportsLine pre-announced their September quarter and missed the Street's revenue expectations).
Sterling Commerce (SE) Amid the confusion caused by Harbinger's (HRBC-not rated) pre-announcement of its September quarter results back on October 1st, Sterling's stock fell from $32 to $20 in misplaced sympathy, forcing Sterling, for the first time in its history as a public company, to pre-announce positive results. In a great example of delayed reaction, the stock took two full weeks to catch back up to its $32 level, posting a >50% move from its $20 low over that time frame. We used to call Sterling the most stable stock in our universe, an accolade we'll now have to re-think.
Observations
A Slowdown In Traditional Media Advertising?
Over the last few week's we have watched as various traditional media concerns warned the Street that their advertising revenue could be slowing, in some cases significantly. A few week's back, Dow Jones warned the Street that it's advertising revenue would be lower than expected thanks to pullbacks in financial advertising (deal tombstones are drying up); then came Ziff Davis' turn. The big publisher of PC and technology trade rags is laying off 10% of its work force, dropping three publications, and taking a $50 million charge. We have received several queries over the last few weeks about this trend and, by extension, its potential impact on Internet advertising-based business models.
We tend to fall in the less-concerned camp on this one, for a few reasons. First, the Internet remains structurally advantageous to traditional media advertising; Internet advertising is still more measurable and target-able than traditional forms of advertising, making the ROI not only higher, but measurably so. If budgets are to be cut, those cuts invariably come from either (1) non-"core" advertising or (2) campaigns whose ROI is questionable or non-existent. Second, we're still talking about small potatoes here; $112 billion (at 6% y/y growth) will be spent in all advertising media in the US in 1998: the Internet could account for something like $2 billion when all is said and done at the end of this year (with that figure double 1997's $1 billion in Internet advertising spending).
Given the absolute size of Internet ad spending as well as its growth rate, we're hard pressed to come up with a scenario that would cause a meaningful dampening of Internet ad spending over the next several quarters. And though we will maintain a watchful eye toward traditional print media advertising conditions, our initial reaction to Dow Jones and Ziff Davis' woes was rather ho hum.
And though print media advertising may be slackening, we have at least one data point to suggest that cable TV advertising will hold its own. Who's to argue with Gerry Levin, Time Warner's CEO, who thinks that his cable business is recession-resistant and that his networks would fare well in a tough economy because they represents a "better buy" to advertisers than network television. Switch "Gerry Levin" with "Bob Pittman", "cable networks" with "online service", and you can understand why we're so happily bullish on AOL.
Valuation Watch Internet Boom Meets Internet Backlash...Meets Internet Quasi-Boom?
"Every day I wish I was in cash" comes a quote across the wire a few weeks back, amid the bloodletting of margin calls and the unwinding of large bets on sundry treasury or currency instruments at hedge funds. These events, though considerably distanced from the process of picking Internet stocks, have nonetheless impacted this sector (as discussed above in "The Week"), causing some wild price gyrations day-to-day and week-to-week. And though the process of price discovery and capital formation may be bruised and wobbly, it is by no means down for the count, as evidenced by the return of some order (read: advance) to the prices of Internet stocks. The leaders in the sector, AOL, Yahoo! and Amazon, are up 30% or more from the lows reached over the last few weeks, (with some others up more than 50% off their bottoms), suggesting the Street has regained comfort that these stocks don't go to zero in a tough economic or valuation environment and have for now, found a floor.
One can sense the level of frustration (or jubilation if one was short) for Internet investors over the last several weeks as these stocks succumbed to a deflation all their own, then moving boldly upward at the Federal Reserve's surprise decrease in rates. Coupled with this more benign environment, however, Internet investors have been able to concentrate on these company's underlying fundamentals over the last 10 trading sessions. Because September quarter earnings have been so strong (66% of Internet companies have had positive surprises), the Street's fears have been allayed, allowing more aggressive bidding to creep back into these stocks, most especially in the leaders of the space, AOL, AMZN, and YHOO. We'll wait to see how AOL and Amazon report this week (our bet is they will have great quarters), but it's becoming more apparent that Internet companies' f |