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(j) c" CD :!.o » < en ~ Z CD .... ", CD CO Z en ", ;:;:m " C '<c 3" » o !!!. ~ r- -:I ..,0 ~ ::E CD III en _en m en en " ." :::J 0 :leT='C 0 CC", ~ .... Ill co -4 go< ......co en Differentiated Quality and Service Drive Growth Seattle FilmWorks specializes in the processing of 35mm film; marketing this and photo-related products directly to consumers through the mail. The company's key marketing strategy is to maximize investment in innovative and differentiated products and services that appeal to niches in the extensive photo finishing market. For 14 years now, the company's "Free Film" introductory offer for two rolls of the company's 35mm film and our ability to produce prints and slides from the same roll of film have been mainstays, driving the company's success. Again this year, the company made significant improvements to its products and services. We made it easier for customers to order from us, we made it easier for them to call us, and we improved our turnaround time on many services. Management will continue to focus on the core business and adhere to proven and successful marketing strategies. And the company will continue to emphasize and invest in quality and service-investments in the future. Because of our strong balance sheet, we will also take advantage of niche marketing opportunities that match our expertise and are affordable avenues for growth. FINANCIAL HIGHLIGHTS (In thousands, except share information) FISCAL YEARS Income Statement Data: 1991 1990 1989 Net revenues $36,645 $32,674 $30,682 Gross profit 15,083 14,152 13,156 Income from operations excluding settlement of lawsuit 2,373 2,095 1,693 Net income $2,373 $2,095 $1,957 Balance Sheet Data: Working capital $4,129 $2,061 $2,753 Capitalized customer acquisition expenditures 3,283 3,390 3,235 Total assets 11,474 9,925 11,573 Long-term obligations and subordinated notes payable net of current portion o o 2,375 Shareholder's equity $6,541 $4,120 $3,303 Per Common Share Data: Income from operations excluding settlement of lawsuit $1.32 $1.09 $.86 Net income 1.32 1.09 1.00 Net cash flow from operating activities 1.95 1.76 2.10 Book value $4.00 $2.57 $1.84 Weighted average shares and equivalents outstanding 1,804,562 1,930,769 1,953,516 Seattle FilmWorks, Inc. 1260 16th Ave. West Seattle, WA 98119-3401 (206) 281-1390 Gary Christophersen President and Chief Executive Officer •January, 1992 To Our Shareholders, We're pleased to present our Annual Report for 1991. When I wrote last year, I noted that we intended to focus on expanding our sales. Now, I am very pleased to report the results we have achieved during the difficult recessionary period of the past year. We generated record revenues of $36,645,000, up 12.2% from 1990. That's nearly double 1990's increase over 1989. And once again, earnings per share increased more than 20%, to $1.32 from $1.09 the prior year. Part of the increase was due to our strategic repurchase of some outstanding shares late in 1990, which has turned out to be an excellent investment for both the company and our shareholders. Net Income grew to $2,373,000 from $2,095,000 in 1990. Leading our growth for the year was a continuing fine performance by our primary business, the Seattle FilmWorks brand direct-to-consumer mail-order photofinishing business. The photofinishing industry as a whole had a very difficult year, apparently related to the trying economic times. Seattle FilmWorks notably outpaced the industry by growing. We achieved additional sales growth through our Opticolor wholesale film business and sales of our Home Study Photo courses. We attribute our growth in sales to our continuing focus on quality, innovation, and product differentiation. This has been the cornerstone of our historic growth and will continue to be key to our future success. As we look forward, we will continue our focus on expanding our sales in what remains a difficult economic climate. Additionally, we expect to introduce further product differentiation and begin to see some of the results from our continuing plant automation cost-reduction efforts. We expect fewer cost increases during the coming year primarily due to the unlikelihood of further postal increases. The photo industry is inherently a very seasonal business. This impacts our quarterly earnings in two ways. First, photofinishing volumes are light during the first and second quarters, and secondly, this is the best time for us to invest in the future through our marketing programs. We will continue to manage the company for the long term by taking advantage of marketing opportunities as they occur. This strategy has always functioned to lower profitability in the first half of the year, while strengthening the year as a whole as well as the longer term. We have again chosen to avoid the expense of an elaborate annual report and have included herein a copy of our 10-K report to the Securities and Exchange Commission. Sincerely, - V Gary Christophersen .. President 8e CEO Mike Konishi Film Production Barbara Turner Accounting The company's key marketing strategy is to invest And the company believes that this new system in products and services that appeal to niches in will contribute significantly to customer retention the extensive photofinishing market. [n as well as lifetime value. keeping with this strategy, the company, in the summer of 1991, Opticolor, the company's division that markets introduced anew "Easy Order private-label film to the retail industry, enjoyed System." This new system revenues of more than double the previous introduces a true period. The company breakthrough in anticipates that convenience. An "Easy further Order" can be completed in exploitation of about 12 seconds. this niche market is possible in the This system enables SFW coming fiscal customers to place astanding order for film year. developing. The customer then needs only to place aspecially coded label directly on their roll [n January of 1991, the company began providing of film and then put that roll photofinishing services at the retail and in one of the company's wholesale levels. This effort consists of postage-free mailing providing next-day photofinishing services envelopes. No order ~I.~;I through anumber of photo retailers as forms are required. And, .... well as from anumber of drive-up photo because "Easy Orders" are kiosks located throughout western charged to the customer's Washington. bankcard, there's no need Since that time, the company has focused on for the customer to include the development of effective customer­ payment with the order. acquisition strategies modeled after the Customer response has company's successful "Free Film" been extremely favorable. introductory offer. Annette Mack Eric Latsha Editha Basilio Tim Mount Kathleen Malek Richard Rivers Sabrina Mirante Robert Fleming Steven Layton Dagmar Achtelik Vern Earl Mich Kele Earl Human Resources Maintenance Incoming Maintenance Reprints Administration Customer Service tncoming Reprints Marketing Film Production Administration SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K ANNUAL REPORT PURSUANT TO SECTION 13 OR 15 Cd) OF THE SECURITIES EXCHANGE ACT OF 1934 For the fiscal year ended SEPTEMBER 28, 1991 Commission file No. 0-15338 SEATILE FILMWORKS, INC. (Exact name of registrant as specified in its charter) Washington 91-0964899 (State or other jurisdiction of incorporation or organization) (I.R.S. Employer Identification No.) 1260 16th Avenue West Seattle. WA 98119 (Address of principal executive offices) (Zip Code) Registrant's telephone number, including area code: (206) 281-1390 Securities registered pursuant to Section 12(b) of the Act: Securities registered pursuant to Section 12(g) of the Act: Common Stock, par value $.01 per share. Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to the filing requirements for the past 90 days. Yes __X__ No _ As of November 30, 1991, there were issued and outstanding 1,635,363 shares of Common Stock, par value $.01 per share. The aggregate market value of Common Stock held by nonaffiliates as of November 30, 1991 was $25,143,706, based on the average of the closing bid and ask prices of such stock as reported by the NASDAQ National Market System. The registrant's proxy statement relating to its 1991 annual meeting of shareholders, to be held on February 19, 1992, is incorporated by reference into Part III of this Annual Report on Form 1O-K. Page 1 of 28 1 PART I ITEM 1 - BUSINESS Description of Business The principal operation of Seattle FilmWorks, Inc. (the "Company") is the marketing of 35mm film and photofinishing services on a direct-to-consumer mail order basis under the brand name, Seattle FilmWorks. The Company specializes in the processing of 35mm film originally manufactured for professional motion picture studios which has been adapted by the Company for 35mm still cameras. The Company also provides a variety of reprint and enlargement products to its customers as well as products related to photofinishing. To support its direct-to-consumer business, the Company has developed comprehensive computerized support systems for designing and implementing direct response marketing programs. Demand for the Company's photofinishing services, which represents the largest portion of the Company's business, is highly seasonal with the highest volume of photofinishing activity occurring during the summer months.
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