eHealth, Inc. (NASDAQ:EHTH) Q2 2023 Earnings Conference Call August 8, 2023 8:30 AM ET Company Participants Eli Newbrun-Mintz – Senior Investor Relations Manager Fran Soistman – Chief Executive Officer John Stelben – Chief Financial Officer Conference Call Participants George Sutton – Craig-Hallum Jonathan Yong – Credit Suisse Daniel Grosslight – Citi George Hill – Deutsche Bank Operator Good day ladies and gentlemen and welcome to eHealth, Inc.’s Q2 2023 Earnings Conference Call. At this time, all particip ...

[PART I: Financial Information](index=7&type=section&id=PART%20I%20FINANCIAL%20INFORMATION) This section presents unaudited financial statements, management's discussion, and market risk disclosures [Item 1. Financial Statements (Unaudited)](index=7&type=section&id=Item%201.%20Financial%20Statements%20(Unaudited)) This section presents eHealth, Inc.'s unaudited condensed consolidated financial statements, including balance sheets, income statements, and cash flows, with detailed accounting notes [Condensed Consolidated Balance Sheets](index=7&type=section&id=Condensed%20Consolidated%20Balance%20Sheets) Total assets decreased to **$1.05 billion** from **$1.11 billion**, driven by lower contract assets; liabilities and equity also declined Condensed Consolidated Balance Sheet Highlights (in thousands) | Account | June 30, 2023 | December 31, 2022 | | :--- | :--- | :--- | | **Assets** | | | | Cash and cash equivalents | $153,185 | $144,401 | | Contract assets – commissions receivable (Total) | $789,589 | $884,304 | | **Total Assets** | **$1,053,435** | **$1,112,611** | | **Liabilities & Equity** | | | | Total current liabilities | $44,745 | $60,565 | | **Total Liabilities** | **$172,531** | **$198,372** | | Convertible preferred stock | $279,995 | $263,284 | | **Total Stockholders' Equity** | **$600,909** | **$650,955** | [Condensed Consolidated Statements of Comprehensive Loss](index=8&type=section&id=Condensed%20Consolidated%20Statements%20of%20Comprehensive%20Loss) Q2 2023 net loss improved to **$23.5 million** on **$66.8 million** revenue, driven by higher revenue and lower operating costs Financial Performance Summary (in thousands, except per share data) | Metric | Q2 2023 | Q2 2022 | H1 2023 | H1 2022 | | :--- | :--- | :--- | :--- | :--- | | Total Revenue | $66,768 | $50,409 | $140,491 | $155,659 | | Loss from Operations | $(26,152) | $(45,473) | $(49,046) | $(85,187) | | Net Loss | $(23,501) | $(37,502) | $(43,379) | $(70,244) | | Net Loss per Share (Basic & Diluted) | $(1.18) | $(1.65) | $(2.20) | $(3.12) | [Condensed Consolidated Statements of Cash Flows](index=11&type=section&id=Condensed%20Consolidated%20Statements%20of%20Cash%20Flows) Net cash from operations significantly increased to **$51.4 million**, primarily due to a decrease in commissions receivable Cash Flow Summary for Six Months Ended June 30 (in thousands) | Activity | 2023 | 2022 | | :--- | :--- | :--- | | Net cash provided by operating activities | $51,375 | $21,346 | | Net cash provided by (used in) investing activities | $(40,777) | $28,264 | | Net cash provided by (used in) financing activities | $(1,687) | $63,418 | | **Net increase in cash, cash equivalents and restricted cash** | **$8,784** | **$112,815** | [Notes to Condensed Consolidated Financial Statements](index=12&type=section&id=Notes%20to%20Condensed%20Consolidated%20Financial%20Statements) Notes detail accounting policies, revenue recognition, commission receivables, preferred stock, debt, and legal contingencies - The company's revenue is disaggregated by product, with Medicare Advantage being the largest contributor to commission revenue[40](index=40&type=chunk) - A significant portion of commission receivables and revenue is concentrated with a few major carriers: **Humana (27% of receivables, 27% of H1 revenue)** and **UnitedHealthCare (25% of receivables, 22% of H1 revenue)**[49](index=49&type=chunk)[97](index=97&type=chunk) - The company has a **$70.0 million** secured term loan maturing in February 2025 and Series A Convertible Preferred Stock with a redemption value of **$280.0 million** as of June 30, 2023[77](index=77&type=chunk)[107](index=107&type=chunk) - The company is involved in a securities class action lawsuit and related derivative actions alleging false and misleading statements regarding accounting, member churn, and profitability[88](index=88&type=chunk)[91](index=91&type=chunk) [Item 2. Management's Discussion and Analysis of Financial Condition and Results of Operations (MD&A)](index=32&type=section&id=Item%202.%20Management's%20Discussion%20and%20Analysis%20of%20Financial%20Condition%20and%20Results%20of%20Operations) Management discusses financial performance, key metrics, and strategic transformation, focusing on enrollment quality and cost rationalization - The company is executing a multi-year transformation plan focused on enrollment quality, member experience, and scaling marketing channels while reducing reliance on lead aggregators[119](index=119&type=chunk) - Positive retention dynamics and a favorable commission environment led to a **$18.7 million** positive net adjustment to revenue in Q2 2023 from prior period enrollments[119](index=119&type=chunk) - The company is scaling its agent headcount and increasing marketing investment in preparation for expected Medicare enrollment growth during the 2024 annual enrollment period[120](index=120&type=chunk) [Summary of Selected Metrics](index=33&type=section&id=Summary%20of%20Selected%20Metrics) Key operating metrics show a **28%** decrease in total approved members, while constrained LTV per MA member increased **1%** Approved Members by Product (Q2 2023 vs Q2 2022) | Product | Q2 2023 | Q2 2022 | % Change | | :--- | :--- | :--- | :--- | | Medicare Advantage | 35,597 | 51,506 | (31)% | | Medicare Supplement | 2,923 | 3,092 | (5)% | | **Total Medicare** | **41,468** | **59,443** | **(30)%** | | **Total Approved Members** | **60,768** | **84,135** | **(28)%** | Constrained LTV per Approved Member (Q2 2023 vs Q2 2022) | Product | Q2 2023 | Q2 2022 | % Change | | :--- | :--- | :--- | :--- | | Medicare Advantage | $891 | $886 | 1% | | Medicare Supplement | $875 | $913 | (4)% | | Medicare Part D | $231 | $207 | 12% | Acquisition Cost per MA-Equivalent Approved Member (Q2 2023 vs Q2 2022) | Metric | Q2 2023 | Q2 2022 | % Change | | :--- | :--- | :--- | :--- | | CC&E cost | $774 | $486 | 59% | | Variable marketing cost | $396 | $410 | (3)% | | **Total acquisition cost** | **$1,170** | **$896** | **31%** | [Results of Operations](index=39&type=section&id=Results%20of%20Operations) Q2 2023 total revenue increased **32%** to **$66.8 million**, driven by commission revenue and reduced operating expenses - Q2 2023 commission revenue increased **26%** YoY, primarily due to **$13.4 million** in positive net adjustment revenue from prior period Medicare enrollments, compared to a **$(10.8) million** negative adjustment in Q2 2022[148](index=148&type=chunk)[149](index=149&type=chunk) - Marketing and advertising expenses decreased **22%** in Q2 2023 YoY, reflecting a deliberate reduction in member acquisition spend[161](index=161&type=chunk) - Customer care and enrollment expenses increased **13%** in Q2 2023 YoY, driven by costs for hiring and training new agents[164](index=164&type=chunk) - General and administrative expenses increased **28%** in Q2 2023 YoY, primarily due to higher professional fees and personnel costs[171](index=171&type=chunk) [Segment Information](index=45&type=section&id=Segment%20Information) Medicare segment revenue increased **35%** to **$55.4 million**, narrowing its loss, while other segments also showed growth Segment Performance (Q2 2023 vs Q2 2022, in thousands) | Segment | Revenue (Q2 2023) | Revenue (Q2 2022) | Segment Profit/(Loss) (Q2 2023) | Segment Profit/(Loss) (Q2 2022) | | :--- | :--- | :--- | :--- | :--- | | Medicare | $55,430 | $41,062 | $(4,695) | $(25,271) | | Individual, Family and Small Business | $11,338 | $9,347 | $6,693 | $4,343 | [Liquidity and Capital Resources](index=47&type=section&id=Liquidity%20and%20Capital%20Resources) The company had **$189.8 million** in liquidity, but anticipates not meeting a preferred stock covenant in Q3 2023 - The company had **$189.8 million** in cash, cash equivalents, and short-term marketable securities as of June 30, 2023[195](index=195&type=chunk)[196](index=196&type=chunk) - The company anticipates it will not meet the increased Minimum Asset Coverage Ratio of **2.5x** required by the H.I.G. Investment Agreement at the end of Q3 2023, potentially granting H.I.G. additional rights[200](index=200&type=chunk)[352](index=352&type=chunk) - The company has a **$70.0 million** secured term loan with an interest rate of **13.03%** as of June 30, 2023, and was in compliance with its loan covenants[201](index=201&type=chunk)[202](index=202&type=chunk) [Item 3. Quantitative and Qualitative Disclosures About Market Risk](index=53&type=section&id=Item%203.%20Quantitative%20and%20Qualitative%20Disclosures%20About%20Market%20Risk) The company's primary market risks include credit risk from concentrated receivables and interest rate risk on marketable securities - Credit risk is concentrated in contract assets (commissions receivable), with a net balance of **$789.6 million** as of June 30, 2023[224](index=224&type=chunk) - The company has exposure to foreign currency exchange risk through its subsidiary in China, but it has not been material to date[226](index=226&type=chunk) [Item 4. Controls and Procedures](index=54&type=section&id=Item%204.%20Controls%20and%20Procedures) Management concluded disclosure controls and procedures were effective, with no material changes to internal controls during the quarter - The CEO and CFO concluded that the company's disclosure controls and procedures are effective at a reasonable assurance level[229](index=229&type=chunk) - No material changes were made to internal controls over financial reporting during the quarter ended June 30, 2023[230](index=230&type=chunk) [PART II: Other Information](index=55&type=section&id=PART%20II%20OTHER%20INFORMATION) This section details legal proceedings, risk factors, other information, and exhibits [Item 1. Legal Proceedings](index=55&type=section&id=Item%201.%20Legal%20Proceedings) The company faces legal proceedings, including a securities class action and derivative suits alleging false statements on accounting and profitability - The company is defending against a consolidated securities class action lawsuit (In re eHealth Securities Litig.) and related derivative actions (Chernet, Lincolnshire, Badwal matters)[88](index=88&type=chunk)[91](index=91&type=chunk)[92](index=92&type=chunk) - The lawsuits allege violations of the Securities Exchange Act related to materially false and misleading statements about the company's accounting, member churn, and profitability between March 2018 and April 2020[88](index=88&type=chunk) [Item 1A. Risk Factors](index=55&type=section&id=Item%201A.%20Risk%20Factors) Key risks include intense competition, regulatory changes, financial estimation uncertainties, and potential covenant breaches - **Business Risks:** The company faces intense competition, derives a significant portion of revenue from a few carriers (Humana, UnitedHealthcare), and its success depends on attracting and retaining members, which has been impacted by its strategic shift[235](index=235&type=chunk)[243](index=243&type=chunk)[244](index=244&type=chunk) - **Regulatory Risks:** The marketing and sale of Medicare plans are subject to complex and frequently changing CMS regulations. Recent rule changes have added disclaimers, complicated marketing material review, and increased compliance costs, which could harm business operations[286](index=286&type=chunk)[293](index=293&type=chunk)[294](index=294&type=chunk) - **Financial & Accounting Risks:** Operating results are highly dependent on estimates of constrained lifetime value (LTV) of commissions, which are subject to changes in member retention and commission rates. Covenants in debt and preferred stock agreements impose restrictions, and the company anticipates not meeting an increased asset coverage ratio covenant in Q3 2023[311](index=311&type=chunk)[317](index=317&type=chunk)[352](index=352&type=chunk) - **Technology & Operational Risks:** The business relies on its ecommerce platform and call center technology, which are vulnerable to failures. Operations in China expose the company to geopolitical risks and differing legal standards[281](index=281&type=chunk)[327](index=327&type=chunk) [Item 5. Other Information](index=88&type=section&id=Item%205.%20Other%20Information) No director or executive officer adopted or terminated Rule 10b5-1 or non-Rule 10b5-1 trading arrangements - No director or officer adopted or terminated a Rule 10b5-1 or non-Rule 10b5-1 trading plan in the last fiscal quarter[366](index=366&type=chunk) [Item 6. Exhibits](index=89&type=section&id=Item%206.%20Exhibits) This section lists exhibits filed with the 10-Q, including CEO/CFO certifications and XBRL data files - The report includes CEO and CFO certifications under Sections 302 and 906 of the Sarbanes-Oxley Act[369](index=369&type=chunk)

eHealth, Inc. (NASDAQ:EHTH) Q1 2023 Earnings Conference Call May 9, 2023 8:30 AM ET Company Participants Eli Newbrun-Mintz - Senior Investor Relations Manager Fran Soistman - CEO John Stelben - CFO Conference Call Participants George Sutton - Craig-Hallum Operator Good morning, everyone, and welcome to eHealth, Inc.’s Conference Call to discuss the company's First Quarter 2023 Financial Results. At this time, all participants have been placed in a listen-only mode. The floor will be open for your questions ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-Q ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended March 31, 2023 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-33071 _____________________________________________ EHEALTH, INC. (Exact name of registrant as specified in its charter) _________________ ...

Financial Data and Key Metrics Changes - Fourth quarter revenue was $196.3 million, down 19% year-over-year, reflecting an intentional decision to focus on profitable growth [17][72] - Fourth quarter GAAP net income was $20.7 million compared to a net loss of $32.2 million in Q4 a year ago [58] - Adjusted EBITDA for the fourth quarter increased by 76% year-over-year to $49.5 million from $28.2 million [40][72] - Full year 2022 GAAP net loss was $88.7 million, with adjusted EBITDA of negative $41.7 million [58] Business Line Data and Key Metrics Changes - Medicare segment revenue for Q4 was $180.4 million, down 22% year-over-year, while segment profit increased by 56% to $53.2 million [55] - Fourth quarter Medicare Advantage lifetime values (LTV) grew 2% year-over-year, while total variable acquisition costs per approved member declined by 18% [54][71] - Individual, family, and small business (IFP) segment revenue was $15.9 million, an increase of 23% year-over-year, driven by tail revenue [112] Market Data and Key Metrics Changes - Estimated Medicare Advantage paying membership at year-end was approximately 646,000 lives, up 2% from 2021 [56] - Total estimated Medicare membership, including Med Sup and prescription drug plans, was 976,000 lives, also up 2% year-over-year [56] Company Strategy and Development Direction - The company aims to diversify revenue streams beyond Medicare Advantage, focusing on sustainable profitability and improved liquidity [4][44] - Strategic initiatives include enhancing consumer experience, improving conversion rates, and expanding dedicated carrier arrangements [76][80] - The company plans to hold its first Investor Day since 2019 to discuss long-term strategic and financial goals [16] Management's Comments on Operating Environment and Future Outlook - Management noted a shift in the industry towards prioritizing sustainable profitability over growth at all costs, indicating a potential inflection point in the Medicare distribution market [14] - The company expects to achieve approximately 6% revenue growth in 2023, with significant improvements in profitability driven by cost reduction programs [18][92] - Management expressed confidence in maintaining sufficient liquidity to execute 2023 operating plans [62] Other Important Information - The company implemented a cost reduction program in April 2022, which resulted in a significant reduction in operating expenses [57][113] - The cash benefit from investments made to resume enrollment growth will not be felt until Q1 of 2024, with expectations of breakeven on an operating cash flow basis by March 31, 2024 [7] Q&A Session Summary Question: What is the approach to retaining agents outside the busy AEP and OEP season? - Management emphasized a more prudent approach to variable costs for marketing activities while maintaining agent productivity through improved lead quality [100][124] Question: How does the company view the diversification of revenue streams with dedicated carrier segments? - Management clarified that dedicated carrier arrangements will not compete with traditional Medicare Advantage business and will enhance the company's role as a neutral distribution channel [104][105] Question: What are the expectations regarding cash flow and potential capital raises? - Management indicated confidence in cash flow projections and the sufficiency of liquidity to meet operational needs without immediate capital raises [106][122]

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-K ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the fiscal year ended December 31, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from ____ to ____ Commission file number: 001-33071 _____________________________________________ EHEALTH, INC. (Exact name of registrant as specified in its charter) Delaware 56- ...

eHealth, Inc. (NASDAQ:EHTH) Q3 2022 Earnings Conference Call November 7, 2022 5:00 PM ET Company Participants Eli Newbrun-Mintz - Senior Investor Relations Manager Fran Soistman - Chief Executive Officer Christine Janofsky - Chief Financial Officer Conference Call Participants Tobey Sommer - Truist Securities George Hill - Deutsche Bank Ben Hendrix - RBC Capital Markets Daniel Grosslight - Citi Operator Good afternoon, everyone, and welcome to the eHealth, Inc. conference call to discuss the company's Third ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-Q ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended September 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-33071 _____________________________________________ EHEALTH, INC. (Exact name of registrant as specified in its charter) _____________ ...

eHealth, Inc. (NASDAQ:EHTH) Q2 2022 Earnings Conference Call August 8, 2022 5:00 PM ET Company Participants Eli Newbrun-Mintz - Senior Investor Relations Manager Fran Soistman - Chief Executive Officer and Director Christine Janofsky - Chief Financial Officer Roman Rariy - Chief Operating Officer and Chief Transformation Officer Conference Call Participants Elizabeth Anderson - Evercore Daniel Grosslight - Citigroup Tobey Sommer - Truist Securities Ben Hendrix - RBC Capital Markets Operator Good afternoon, ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION WASHINGTON, D.C. 20549 FORM 10-Q ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the quarterly period ended June 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 For the transition period from to Commission File Number: 001-33071 _____________________________________________ EHEALTH, INC. (Exact name of registrant as specified in its charter) __________________ ...