Trupanion Reports Fourth Quarter & Full Year 2023 Results

SEATTLE, Feb. 15, 2024 (GLOBE NEWSWIRE) -- Trupanion, Inc. (Nasdaq: TRUP), the leading provider of medical insurance for cats and dogs, today announced financial results for the fourth quarter and full year ended December 31, 2023. The financial results are preliminary and subject to completion of the Company’s audit as described below.

“I am pleased that Q4 showed continued improvement in our financial metrics,” said Darryl Rawlings, CEO and Chair of the Board. “The combination of accelerated subscription revenue growth, continued margin expansion and efficient acquisition spend drove another quarter of positive free cash flow.”

Total Revenue by Quarter
Fourth Quarter 2023 Financial and Business Highlights

Total revenue was $295.9 million, an increase of 20% compared to the fourth quarter of 2022.
Total enrolled pets (including pets from our other business segment) was 1,714,473 at December 31, 2023, an increase of 12% over December 31, 2022.
Subscription business revenue was $191.5 million, an increase of 21% compared to the fourth quarter of 2022.
Subscription enrolled pets was 991,426 at December 31, 2023, an increase of 14% over December 31, 2022.
Net loss was $(2.2) million, or $(0.05) per basic and diluted share, compared to net loss of $(9.3) million, or $(0.23) per basic and diluted share, in the fourth quarter of 2022.
Adjusted EBITDA was $8.5 million, compared to adjusted EBITDA of $2.2 million in the fourth quarter of 2022.
Operating cash flow was $17.5 million and free cash flow was $13.5 million in the fourth quarter of 2023. This compared to operating cash flow of $1.0 million and free cash flow of $(4.5) million in the fourth quarter of 2022.

Full Year 2023 Financial and Business Highlights

Total revenue was $1.1 billion, an increase of 22% compared to 2022.
Subscription business revenue was $712.9 million, an increase of 19% compared to 2022.
Net loss was $(44.7) million, or $(1.08) per basic and diluted share, compared to net loss of $(44.7) million, or $(1.10) per basic and diluted share, in 2022.
Adjusted EBITDA was $6.4 million, compared to adjusted EBITDA of $0.7 million in 2022.
Operating cash flow was $18.6 million and free cash flow was $0.4 million in 2023. This compared to operating cash flow of $(8.0) million and free cash flow of $(25.1) million in 2022.
At December 31, 2023, the Company held $277.2 million in cash and short-term investments, including $46.6 million held outside the insurance entities, with an additional $15 million available under its credit facility.
The Company maintained $241.3 million of capital surplus at its insurance subsidiaries. This was $64.1 million more than the estimated risk-based capital requirement of $177.2 million.

Annual Report on Form 10-K
While the Company is still completing its assessment of the effectiveness of its internal controls over financial reporting in its upcoming fiscal 2023 Annual Report on Form 10-K, the Company expects to report two material weaknesses in internal controls. The first material weakness relates to information technology controls, primarily in the areas of user access and program change-management over certain information technology systems.

The second material weakness relates to internal controls over financial reporting, pertaining to the Company’s Other Business segment. The 2023 audit remains open, and the Company is working with its auditors to complete the process. As a result, the Company’s financial results for the fourth quarter and full year 2023 are preliminary and subject to the completion of the audit. Efforts to remediate these material weaknesses are underway. The Company expects to provide additional details about the material weaknesses, including its remediation efforts, in its Annual Report on Form 10-K.

Conference Call
Trupanion’s management will host a conference call today to review its fourth quarter and full year 2023 results. The call is scheduled to begin shortly after 1:30 p.m. PT/ 4:30 p.m. ET. A live webcast will be accessible through the Investor Relations section of Trupanion’s website at https://investors.trupanion.com/ and will be archived online for 3 months upon completion of the conference call. Participants can access the conference call by dialing 1-877-300-8521 (United States) or 1-412-317-6026 (International). A telephonic replay of the call will also be available after the completion of the call, by dialing 1-844-512-2921 (United States) or 1-412-317-6671 (International) and entering the replay pin number: 10182458.

About Trupanion
Trupanion is a leader in medical insurance for cats and dogs throughout the United States, Canada, Europe, Puerto Rico and Australia with over 990,000 pets enrolled. For over two decades, Trupanion has given pet owners peace of mind so they can focus on their pet's recovery, not financial stress. Trupanion is committed to providing pet owners with the highest value in pet medical insurance with unlimited payouts for the life of their pets. With its patented process, Trupanion is the only North American provider with the technology to pay veterinarians directly in seconds at the time of checkout. Trupanion is listed on NASDAQ under the symbol "TRUP". The company was founded in 2000 and is headquartered in Seattle, WA. Trupanion policies are issued, in the United States, by its wholly-owned insurance entity American Pet Insurance Company and, in Canada, by Omega General Insurance Company. Trupanion Australia is a partnership between Trupanion and Hollard Insurance Company. For more information, please visit trupanion.com.

Forward-Looking Statements
This press release contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934 relating to, among other things, expectations, plans, prospects and financial results for Trupanion, including, but not limited to, its expectations regarding its ability to continue to grow its enrollments and revenue, its ability to remediate the material weaknesses in internal control over financial reporting and the timing thereof, its’ ability to complete its 2023 annual audit and timely file its Form 10-K, and otherwise execute its business plan. These forward-looking statements are based upon the current expectations and beliefs of Trupanion’s management as of the date of this press release, and are subject to certain risks and uncertainties that could cause actual results to differ materially from those described in the forward-looking statements. All forward-looking statements made in this press release are based on information available to Trupanion as of the date hereof, and Trupanion has no obligation to update these forward-looking statements.

In particular, the following factors, among others, could cause results to differ materially from those expressed or implied by such forward-looking statements: the ability to achieve or maintain profitability and/or appropriate levels of cash flow in future periods; the ability to keep growing our membership base and revenue; the accuracy of assumptions used in determining appropriate member acquisition expenditures; the severity and frequency of claims; the ability to maintain high retention rates; the accuracy of assumptions used in pricing medical plan subscriptions and the ability to accurately estimate the impact of new products or offerings on claims frequency; actual claims expense exceeding estimates; regulatory and other constraints on the ability to institute, or the decision to otherwise delay, pricing modifications in response to changes in actual or estimated claims expense; the effectiveness and statutory or regulatory compliance of our Territory Partner model and of our Territory Partners, veterinarians and other third parties in recommending medical plan subscriptions to potential members; the ability to retain existing Territory Partners and increase the number of Territory Partners and active hospitals; compliance by us and those referring us members with laws and regulations that apply to our business, including the sale of a pet medical plan; the ability to maintain the security of our data; fluctuations in the Canadian currency exchange rate; the ability to protect our proprietary and member information; the ability to maintain our culture and team; the ability to maintain the requisite amount of risk-based capital; our ability to implement and maintain effective controls, including to remediate material weaknesses in internal controls over financial reporting; the ability to complete its 2023 annual audit and timely file its Form 10-K, the ability to protect and enforce Trupanion’s intellectual property rights; the ability to successfully implement our alliance with Aflac; the ability to continue key contractual relationships with third parties; third-party claims including litigation and regulatory actions; the ability to recognize benefits from investments in new solutions and enhancements to Trupanion’s technology platform and website; and our ability to retain key personnel.

For a detailed discussion of these and other cautionary statements, please refer to the risk factors discussed in filings with the Securities and Exchange Commission (SEC), including but not limited to Trupanion’s Annual Report on Form 10-K for the year ended December 31, 2022 and any subsequently filed reports on Forms 10-Q, 10-K and 8-K. All documents are available through the SEC’s Electronic Data Gathering Analysis and Retrieval system at https://www.sec.gov or the Investor Relations section of Trupanion’s website at https://investors.trupanion.com.

Non-GAAP Financial Measures
Trupanion’s stated results may include certain non-GAAP financial measures. These non-GAAP financial measures may not provide information that is directly comparable to that provided by other companies in its industry as other companies in its industry may calculate or use non-GAAP financial measures differently. In addition, there are limitations in using non-GAAP financial measures because the non-GAAP financial measures are not prepared in accordance with GAAP, may be different from non-GAAP financial measures used by other companies and exclude expenses that may have a material impact on Trupanion’s reported financial results. The presentation and utilization of non-GAAP financial measures is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP. Trupanion urges its investors to review the reconciliation of its non-GAAP financial measures to the most directly comparable GAAP financial measures in its consolidated financial statements, and not to rely on any single financial or operating measure to evaluate its business. These reconciliations are included below and on Trupanion’s Investor Relations website.

Because of varying available valuation methodologies, subjective assumptions and the variety of equity instruments that can impact a company’s non-cash expenses, Trupanion believes that providing various non-GAAP financial measures that exclude stock-based compensation expense and depreciation and amortization expense allows for more meaningful comparisons between its operating results from period to period. Trupanion offsets new pet acquisition expense with sign-up fee revenue in the calculation of net acquisition cost because it collects sign-up fee revenue from new members at the time of enrollment and considers it to be an offset to a portion of Trupanion’s new pet acquisition expense. Trupanion believes this allows it to calculate and present financial measures in a consistent manner across periods. Trupanion’s management believes that the non-GAAP financial measures and the related financial measures derived from them are important tools for financial and operational decision-making and for evaluating operating results over different periods of time.

Trupanion, Inc. Consolidated Statements of Operations (in thousands, except share data)
	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
	(unaudited)							(unaudited)
Revenue:
Subscription business	$	191,537		$	158,562		$	712,906		$	596,610
Other business		104,320			87,447			395,699			308,569
Total revenue		295,857			246,009			1,108,605			905,179
Cost of revenue:
Subscription business⁽¹⁾		158,631			131,823			613,686			497,684
Other business		97,162			80,537			363,903			285,310
Total cost of revenue⁽²⁾		255,793			212,360			977,589			782,994
Operating expenses:
Technology and development⁽¹⁾		5,969			6,955			21,403			25,133
General and administrative⁽¹⁾		13,390			10,472			60,207			39,379
New pet acquisition expense⁽¹⁾		17,189			22,457			77,372			89,500
Depreciation and amortization		3,029			2,897			12,474			10,921
Total operating expenses		39,577			42,781			171,456			164,933
Gain (loss) from investment in joint venture		(79	)		(85	)		(219	)		(253	)
Operating loss		408			(9,217	)		(40,659	)		(43,001	)
Interest expense		3,697			1,587			12,077			4,267
Other income, net		(1,256	)		(1,504	)		(7,701	)		(3,072	)
Loss before income taxes		(2,033	)		(9,300	)		(45,035	)		(44,196	)
Income tax expense (benefit)		130			(15	)		(342	)		476
Net loss	$	(2,163	)	$	(9,285	)	$	(44,693	)	$	(44,672	)

Net loss per share:
Basic and diluted	$	(0.05	)	$	(0.23	)	$	(1.08	)	$	(1.10	)
Weighted average shares of common stock outstanding:
Basic and diluted		41,716,527			40,936,507			41,436,882			40,765,355

⁽¹⁾Includes stock-based compensation expense as follows:
	Three Months Ended December 31,						Year Ended December 31,
	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Cost of revenue	$	1,478		$	1,346		$	5,279		$	6,484
Technology and development		861			1,549			2,846			4,742
General and administrative		3,269			3,550			17,717			12,831
New pet acquisition expense		1,693			2,122			7,319			9,336
Total stock-based compensation expense	$	7,301		$	8,567		$	33,161		$	33,393

⁽²⁾The breakout of cost of revenue between veterinary invoice expense and other cost of revenue is as follows:
	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Veterinary invoice expense	$	217,739		$	176,083		$	831,055		$	649,737
Other cost of revenue		38,054			36,277			146,534			133,257
Total cost of revenue	$	255,793		$	212,360		$	977,589		$	782,994

Trupanion, Inc. Consolidated Balance Sheets (in thousands, except share data)
	December 31, 2023			December 31, 2022
	(unaudited)
Assets
Current assets:
Cash and cash equivalents	$	147,501		$	65,605
Short-term investments		129,667			156,804
Accounts and other receivables, net of allowance for doubtful accounts of $1,085 at December 31, 2023 and $540 at December 31, 2022		267,899			232,439
Prepaid expenses and other assets		17,022			14,248
Total current assets		562,089			469,096
Restricted cash		22,963			19,032
Long-term investments		12,866			7,841
Property, equipment and internal-use software, net		103,650			90,701
Intangible assets, net		18,745			24,031
Other long-term assets		18,922			18,943
Goodwill		43,713			41,983
Total assets	$	782,948		$	671,627
Liabilities and stockholders’ equity
Current liabilities:
Accounts payable	$	10,505		$	9,471
Accrued liabilities and other current liabilities		34,052			32,616
Reserve for veterinary invoices		63,238			43,734
Deferred revenue		235,329			202,692
Long-term debt - current portion		1,350			1,103
Total current liabilities		344,474			289,616
Long-term debt		127,580			68,354
Deferred tax liabilities		2,685			3,392
Other liabilities		4,487			4,968
Total liabilities		479,226			366,330
Stockholders’ equity:
Common stock: $0.00001 par value per share, 100,000,000 shares authorized; 42,887,052 and 41,858,866 issued and outstanding at December 31, 2023; 42,041,344 and 41,013,158 shares issued and outstanding at December 31, 2022		—			—
Preferred stock: $0.00001 par value per share, 10,000,000 shares authorized; no shares issued and outstanding		—			—
Additional paid-in capital		536,108			499,694
Accumulated other comprehensive loss		403			(6,301	)
Accumulated deficit		(216,255	)		(171,562	)
Treasury stock, at cost: 1,028,186 shares at December 31, 2023 and December 31, 2022		(16,534	)		(16,534	)
Total stockholders’ equity		303,722			305,297
Total liabilities and stockholders’ equity	$	782,948		$	671,627

Trupanion, Inc. Consolidated Statements of Cash Flows (in thousands)
	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
	(unaudited)						(unaudited)
Operating activities
Net loss	$	(2,163	)	$	(9,285	)	$	(44,693	)	$	(44,672	)
Adjustments to reconcile net loss to cash provided by (used in) operating activities:
Depreciation and amortization		3,029			2,897			12,474			10,921
Stock-based compensation expense		7,301			8,567			33,161			33,393
Other, net		2,481			1,023			1,347			1,051
Changes in operating assets and liabilities:
Accounts and other receivables		10,153			(8,034	)		(35,440	)		(66,982	)
Prepaid expenses and other assets		854			(807	)		(1,907	)		(5,227	)
Accounts payable, accrued liabilities, and other liabilities		5,476			2,388			1,644			3,136
Reserve for veterinary invoices		1,788			4,164			19,485			4,227
Deferred revenue		(11,412	)		106			32,567			56,153
Net cash provided by (used in) operating activities		17,507			1,019			18,638			(8,000	)
Investing activities
Purchases of investment securities		(56,547	)		(147,346	)		(165,936	)		(273,006	)
Maturities and sales of investment securities		42,905			134,718			190,270			239,210
Cash paid in business acquisition, net of cash acquired		—			(12,279	)		—			(15,034	)
Purchases of property, equipment, and internal-use software		(3,970	)		(5,478	)		(18,280	)		(17,088	)
Other		165			(167	)		1,585			(1,598	)
Net cash provided by (used in) investing activities		(17,447	)		(30,552	)		7,639			(67,516	)
Financing activities
Proceeds from debt financing, net of financing fees		—			14,826			60,102			69,138
Repayment of debt financing		(337	)		(271	)		(1,717	)		(571	)
Repurchases of common stock		—			—			—			(5,755	)
Proceeds from exercise of stock options		1,374			706			2,655			2,290
Shares withheld to satisfy tax withholding		(240	)		(579	)		(1,536	)		(4,359	)
Other		(228	)		—			(378	)		—
Net cash provided by (used in) financing activities		569			14,682			59,126			60,743
Effect of foreign exchange rate changes on cash, cash equivalents, and restricted cash, net		1,254			505			424			(1,459	)
Net change in cash, cash equivalents, and restricted cash		1,883			(14,346	)		85,827			(16,232	)
Cash, cash equivalents, and restricted cash at beginning of period		168,581			98,983			84,637			100,869
Cash, cash equivalents, and restricted cash at end of period	$	170,464		$	84,637		$	170,464		$	84,637

The following tables set forth our key operating metrics:

	Year Ended December 31,
	2023			2022
Total Business:
Total pets enrolled (at period end)		1,714,473			1,537,573
Subscription Business:
Total subscription pets enrolled (at period end)		991,426			869,862
Monthly average revenue per pet	$	65.26		$	63.82
Lifetime value of a pet, including fixed expenses	$	419		$	641
Average pet acquisition cost (PAC)	$	228		$	289
Average monthly retention		98.49	%		98.69	%


	Three Months Ended
	Dec. 31, 2023			Sep. 30, 2023			Jun. 30, 2023			Mar. 31, 2023			Dec. 31, 2022			Sep. 30, 2022			Jun. 30, 2022			Mar. 31, 2022
Total Business:
Total pets enrolled (at period end)		1,714,473			1,712,177			1,679,659			1,616,865			1,537,573			1,439,605			1,348,145			1,267,253
Subscription Business:
Total subscription pets enrolled (at period end)		991,426			969,322			943,958			906,369			869,862			808,077			770,318			736,691
Monthly average revenue per pet	$	67.07		$	65.82		$	64.41		$	63.58		$	63.11		$	63.80		$	64.26		$	64.21
Lifetime value of a pet, including fixed expenses	$	419		$	428		$	470		$	541		$	641		$	673		$	713		$	730
Average pet acquisition cost (PAC)	$	217		$	212		$	236		$	247		$	283		$	268		$	309		$	301
Average monthly retention		98.49	%		98.55	%		98.61	%		98.65	%		98.69	%		98.71	%		98.74	%		98.75	%

The following table reflects the reconciliation of cash provided by operating activities to free cash flow (in thousands):

	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022

Net cash provided by (used in) operating activities	$	17,507		$	1,019		$	18,638		$	(8,000	)
Purchases of property, equipment, and internal-use software		(3,970	)		(5,478	)		(18,280	)		(17,088	)
Free cash flow	$	13,537		$	(4,459	)	$	358		$	(25,088	)

The following tables reflect the reconciliation between GAAP and non-GAAP measures (in thousands except percentages):
	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Veterinary invoice expense	$	217,739		$	176,083		$	831,055		$	649,737
Less:
Stock-based compensation expense¹		(885	)		(899	)		(3,450	)		(4,054	)
Other business cost of paying veterinary invoices		(77,572	)		(59,946	)		(287,858	)		(212,857	)
Subscription cost of paying veterinary invoices (non-GAAP)	$	139,282		$	115,238		$	539,747		$	432,826
% of subscription revenue		72.7	%		72.7	%		75.7	%		72.5	%

Other cost of revenue	$	38,054		$	36,277		$	146,534		$	133,257
Less:
Stock-based compensation expense¹		(386	)		(414	)		(1,544	)		(2,232	)
Other business variable expenses		(19,301	)		(20,591	)		(75,756	)		(72,453	)
Subscription variable expenses (non-GAAP)	$	18,367		$	15,272		$	69,234		$	58,572
% of subscription revenue		9.6	%		9.6	%		9.7	%		9.8	%

Technology and development expense	$	5,969		$	6,955		$	21,403		$	25,133
General and administrative expense		13,390			10,472			60,207			39,379
Less:
Stock-based compensation expense¹		(3,797	)		(5,019	)		(19,869	)		(17,135	)
Non-recurring transaction or restructuring expenses²		—			(193	)		(4,175	)		(372	)
Development expenses³		(1,683	)		(2,084	)		(5,100	)		(7,789	)
Fixed expenses (non-GAAP)	$	13,879		$	10,131		$	52,466		$	39,216
% of total revenue		4.7	%		4.1	%		4.7	%		4.3	%

New pet acquisition expense	$	17,189		$	22,457		$	77,372		$	89,500
Less:
Stock-based compensation expense¹		(1,567	)		(2,079	)		(7,000	)		(9,116	)
Other business pet acquisition expense		(77	)		(65	)		(200	)		(541	)
Subscription acquisition cost (non-GAAP)	$	15,545		$	20,313		$	70,172		$	79,843
% of subscription revenue		8.1	%		12.8	%		9.8	%		13.4	%

¹Trupanion employees may elect to take restricted stock units in lieu of cash payment for their bonuses. We account for such expense as stock-based compensation according to GAAP, but we do not include it in any non-GAAP adjustments. Stock-based compensation associated with bonuses was approximately $0.7 million and $1.3 million for the three months and year ended December 31, 2023, respectively.
²Consists of business acquisition transaction expenses, severance and legal costs due to certain executives' departures, and a $3.8 million non-recurring settlement of accounts receivable in the first quarter of 2023 related to uncollected premiums in connection with the transition of underwriting a third-party business to other insurers.
³As we enter the next phase of our growth, we expect to invest in initiatives that are pre-revenue, including adding new products and international expansion. These development expenses are costs related to product exploration and development that are pre-revenue and historically have been insignificant. We view these activities as uses of our adjusted operating income separate from pet acquisition spend.

The following tables reflect the reconciliation of GAAP measures to non-GAAP measures (in thousands, except percentages):

	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Operating Income, GAAP Basis	$	408		$	(9,217	)	$	(40,659	)	$	(43,001	)
Non-GAAP Expense adjustments
Acquisition cost		15,622			20,378			70,372			80,384
Stock-based compensation expense¹		6,636			8,411			31,864			32,537
Development expenses³		1,683			2,084			5,100			7,789
Depreciation and amortization		3,029			2,897			12,474			10,921
Non-recurring transaction or restructuring expenses²		—			193			4,175			372
Gain (loss) from investment in joint venture		(79	)		(85	)		(219	)		(253	)
Total Adjusted Operating income	$	27,457		$	24,831		$	83,545		$	89,255

Subscription Business:
Subscription Operating Income, GAAP Basis	$	1,300		$	(8,753	)	$	(35,994	)	$	(39,757	)
Non-GAAP Expense adjustments
Acquisition cost		15,545			20,313			70,172			79,843
Stock-based compensation expense¹		5,006			6,628			24,488			26,673
Development expenses³		1,090			1,343			3,281			5,123
Depreciation and amortization		1,961			1,867			8,021			7,205
Non-recurring transaction or restructuring expenses²		—			124			218			241
Subscription Adjusted Operating income	$	24,902		$	21,522		$	70,186		$	79,328

Other Business:
Other Business Operating Income, GAAP Basis	$	(813	)	$	(379	)	$	(4,446	)	$	(2,992	)
Non-GAAP Expense adjustments
Acquisition cost		77			65			200			541
Stock-based compensation expense¹		1,630			1,783			7,376			5,865
Development expenses³		593			741			1,819			2,666
Depreciation and amortization		1,068			1,030			4,453			3,716
Non-recurring transaction or restructuring expenses²		—			69			3,957			131
Other Business Adjusted Operating income	$	2,555		$	3,309		$	13,359		$	9,927

¹Trupanion employees may elect to take restricted stock units in lieu of cash payment for their bonuses. We account for such expense as stock-based compensation according to GAAP, but we do not include it in any non-GAAP adjustments. Stock-based compensation associated with bonuses was approximately $0.7 million and $1.3 million for the three months and year ended December 31, 2023, respectively.
²Consists of business acquisition transaction expenses, severance and legal costs due to certain executives' departures, and a $3.8 million non-recurring settlement of accounts receivable in the first quarter of 2023 related to uncollected premiums in connection with the transition of underwriting a third-party business to other insurers.
³As we enter the next phase of our growth, we expect to invest in initiatives that are pre-revenue, including adding new products and international expansion. These development expenses are costs related to product exploration and development that are pre-revenue and historically have been insignificant. We view these activities as uses of our adjusted operating income separate from pet acquisition spend.

The following tables reflect the reconciliation of GAAP measures to non-GAAP measures (in thousands, except percentages):

	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Subscription revenue	$	191,537		$	158,562		$	712,906		$	596,610
Subscription cost of paying veterinary invoices		139,281			115,238			539,746			432,826
Subscription variable expenses		18,367			15,272			69,234			58,572
Subscription fixed expenses*		8,987			6,530			33,740			25,884
Subscription adjusted operating income	$	24,902		$	21,522		$	70,186		$	79,328

Other business revenue	$	104,320		$	87,447		$	395,699		$	308,569
Other business cost of paying veterinary invoices		77,572			59,946			287,858			212,857
Other business variable expenses		19,301			20,591			75,756			72,453
Other business fixed expenses*		4,892			3,601			18,726			13,332
Other business adjusted operating income	$	2,555		$	3,309		$	13,359		$	9,927

Revenue	$	295,857		$	246,009		$	1,108,605		$	905,179
Cost of paying veterinary invoices		216,854			175,184			827,605			645,683
Variable expenses		37,668			35,863			144,990			131,025
Fixed expenses*		13,879			10,131			52,466			39,216
Total business adjusted operating income	$	27,457		$	24,831		$	83,545		$	89,255

As a percentage of revenue:	Three Months Ended December 31,						Year Ended December 31,
		2023			2022			2023			2022
Subscription revenue		100.0	%		100.0	%		100.0	%		100.0	%
Subscription cost of paying veterinary invoices		72.7	%		72.7	%		75.7	%		72.5	%
Subscription variable expenses		9.6	%		9.6	%		9.7	%		9.8	%
Subscription fixed expenses*		4.7	%		4.1	%		4.7	%		4.3	%
Subscription adjusted operating income		13.0	%		13.6	%		9.8	%		13.3	%

Other business revenue		100.0	%		100.0	%		100.0	%		100.0	%
Other business cost of paying veterinary invoices		74.4	%		68.6	%		72.7	%		69.0	%
Other business variable expenses		18.5	%		23.5	%		19.1	%		23.5	%
Other business fixed expenses*		4.7	%		4.1	%		4.7	%		4.3	%
Other business adjusted operating income		2.4	%		3.8	%		3.4	%		3.2	%

Revenue		100.0	%		100.0	%		100.0	%		100.0	%
Cost of paying veterinary invoices		73.3	%		71.2	%		74.7	%		71.3	%
Variable expenses		12.7	%		14.6	%		13.1	%		14.5	%
Fixed expenses*		4.7	%		4.1	%		4.7	%		4.3	%
Total adjusted operating income		9.3	%		10.1	%		7.5	%		9.9	%

*Fixed expenses represent shared services that support both our subscription and other business segments and, as such, are generally allocated to each segment pro-rata based on revenues.

Adjusted operating income is a non-GAAP financial measure that adjusts operating income (loss) to remove the effect of acquisition cost, development expenses, non-recurring transaction or restructuring expenses, and gain (loss) from investment in joint venture. Non-cash items, such as stock-based compensation expense and depreciation and amortization, are also excluded. Acquisition cost, development expenses, gain (loss) from investment in joint venture, stock-based compensation expense, and depreciation and amortization are expected to remain recurring expenses for the foreseeable future, but are excluded from this metric to measure scale in other areas of the business. Management believes acquisition costs primarily represent the cost to acquire new subscribers and are driven by the amount of growth we choose to pursue based primarily on the amount of our adjusted operating income period over period. Accordingly, this measure is not indicative of our core operating income performance. We also exclude development expenses, gain (loss) from investment in joint venture, stock-based compensation expense, and depreciation and amortization because some investors may not view those items as reflective of our core operating income performance.

Management uses adjusted operating income and the margin on adjusted operating income to understand the effects of scale in its non-acquisition cost and development expenses and to plan future advertising expenditures, which are designed to acquire new pets. Management uses this measure as a principal way of understanding the operating performance of its business exclusive of acquisition cost and new product exploration and development initiatives. Management believes disclosure of this metric provides investors with the same data that the Company employs in assessing its overall operations and that disclosure of this measure may provide useful information regarding the efficiency of our utilization of revenues, return on advertising dollars in the form of new subscribers and future use of available cash to support the continued growth of our business.

The following tables reflect the reconciliation of adjusted EBITDA to net loss (in thousands):

	Year Ended December 31,
		2023			2022
Net loss	$	(44,693	)	$	(44,672	)
Excluding:
Stock-based compensation expense		31,864			32,537
Depreciation and amortization expense		12,474			10,921
Interest income		(9,011	)		(3,026	)
Interest expense		12,077			4,267
Other non-operating expenses		—			(1	)
Income tax (benefit) expense		(342	)		476
Non-recurring transaction or restructuring expenses		4,175			372
(Gain) loss from equity method investment		(110	)		(131	)
Adjusted EBITDA	$	6,434		$	743

	Three Months Ended
	Dec. 31, 2023			Sep. 30, 2023			Jun. 30, 2023			Mar. 31, 2023			Dec. 31, 2022			Sep. 30, 2022			Jun. 30, 2022			Mar. 31, 2022
Net loss	$	(2,163	)	$	(4,036	)	$	(13,714	)	$	(24,780	)	$	(9,285	)	$	(12,914	)	$	(13,618	)	$	(8,855	)
Excluding:
Stock-based compensation expense		6,636			6,585			6,503			12,140			8,412			8,306			8,462			7,358
Depreciation and amortization expense		3,029			2,990			3,253			3,202			2,897			2,600			2,707			2,717
Interest income		(2,842	)		(2,389	)		(2,051	)		(1,729	)		(1,614	)		(1,018	)		(297	)		(97	)
Interest expense		3,697			3,053			2,940			2,387			1,587			1,408			1,193			79
Other non-operating expenses		—			—			—			—			—			—			(1	)		—
Income tax expense (benefit)		130			(43	)		(238	)		(191	)		(15	)		496			19			(24	)
Non-recurring transaction or restructuring expenses		—			8			65			4,102			193			179			—			—
(Gain) loss from equity method investment		—			(110	)		—			—			—			—			(131	)		—
Adjusted EBITDA	$	8,487		$	6,058		$	(3,242	)	$	(4,869	)	$	2,175		$	(943	)	$	(1,666	)	$	1,178