corresp
ECHOSTAR COMMUNICATIONS CORPORATION
9601 South Meridian Boulevard
Englewood, Colorado 80112
SUPPLEMENTAL RESPONSE TO SEC LETTER OF May 31, 2006
July 27, 2006
Via EDGAR and FedEx
Larry Spirgel
Assistant Director
Division of Corporation Finance
U.S. Securities and Exchange Commission
450 Fifth Street, N.W.
Washington, D.C. 20549-0404
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Re:
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EchoStar Communications Corporation (EchoStar or the Company) |
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Form 10-K for the fiscal year ended December 31, 2005
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Filed March 15, 2006 |
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Form 10-Q for the quarterly period ended March 31, 2006 |
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File No. 0-26176 |
Dear Mr. Spirgel:
We are supplying the following supplementary response to comment #1 contained in your letter
dated May 31, 2006, based on our telephone conversation with the Staff on July 12, 2006.
9601 South Meridian Blvd., Englewood, CO 80112 Tele: 303.723.1000 Fax: 303.723.1299
Mr. Larry Spirgel
United States Securities and Exchange Commission
Page 2 of 4
Form 10-K for the fiscal year ended December 31, 2005
Managements Discussion and Analysis of Financial Condition and Results of Operations
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We note your planned revision to your presentation of SAC and Equivalent SAC and the actual
revision you made in the Form 10-Q for the quarterly period ended March 31, 2006. Please
revise your disclosure to clearly identify this measure as a non-GAAP measure. Revise to
discuss in detail the reasons for the revisions to eliminate confusion with your use of a term
that has been defined in prior filings but will be calculated differently going forward.
Further, revise to disclose all of the related components necessary to calculate the measure
and provide the calculation as a footnote. Clearly identify and label all of the offsetting
amounts used in your calculation of SAC. |
Below is an example of the proposed MD&A language for SAC using EchoStar Communications
Corporations first quarter 2006 amounts and disclosures with proposed edits and underlined inserts
for future filings.
To be included in EXPLANATION OF KEY METRICS AND OTHER ITEMS:
SAC. We are not aware of any uniform standards for calculating subscriber
acquisition costs per new subscriber activation and we believe presentations of SAC may
not be calculated consistently by different companies in the same or similar businesses.
We include all new DISH Network subscribers in our calculation, including DISH Network
subscribers added with little or no subscriber acquisition costs.
Prior to January 1, 2006, we calculated SAC for the period by dividing the amount of
our expense line item Subscriber acquisition costs for the period, by our gross new DISH
Network subscribers added during that period. Separately, we then disclosed our
Equivalent SAC for the period by adding the value of equipment capitalized under our
lease program for new subscribers and other offsetting amounts to our Subscriber
acquisition cost expense line item prior to dividing by our gross new subscriber number.
Management believes subscriber acquisition cost measures are commonly used by those
evaluating companies in the multi-channel video programming distribution, or MVPD,
industry. Because our Equivalent SAC includes all of the costs of acquiring subscribers
(i.e., subsidized and capitalized equipment), our management focuses on Equivalent SAC as
the more comprehensive measure of how much we are spending to acquire new subscribers. As
such, effective January 1, 2006, we began disclosing only Equivalent SAC, which we now
refer to as SAC. SAC is now calculated as Subscriber acquisition costs, plus the value
of equipment capitalized under our lease program for new subscribers, divided by gross
subscriber additions. During the first quarter of 2006, we included in our calculation of
SAC the benefit
9601 South Meridian Blvd., Englewood, CO 80112 Tele: 303.723.1000 Fax: 303.723.1299
Mr. Larry Spirgel
United States Securities and Exchange Commission
Page 3 of 4
of payments we received in connection with equipment not returned to us from
disconnecting lease subscribers and returned equipment that is made available for sale
rather than being redeployed through our lease program, as described in that Form 10-Q.
Effective the second quarter of 2006, our revised SAC calculation no longer includes these
benefits. Instead, these benefits are separately disclosed. All prior period SAC
calculations have been revised to conform to the current period calculation.
To be included in MD&A discussion:
SAC. SAC was approximately $697 during the three months ended March 31, 2006
compared to $647 during the same period in 2005. As previously discussed, the
calculation of SAC for all prior periods has been revised to conform to the current year
presentation. The year over year increase in SAC of $50, or
7.7% was primarily attributable to a decrease in the number of co-branded
subscribers acquired under our original AT&T agreement and higher costs for acquisition
advertising. This increase was partially offset by reduced hardware and installation costs
resulting primarily from increased use of dual tuner receivers, simplified installations, a
decrease in the number of SuperDISH installations, increased redeployment of equipment
returned by disconnecting lease program subscribers, and a decrease in promotional
incentives paid to our independent dealer network. The increase in SAC was also partially
offset by an increase in payments received in connection with equipment that is not
returned to us by disconnecting lease subscribers, as well as an increase in the amount of
returned equipment that is made available for sale rather than redeployed through the lease
program.
Our principal method for reducing the cost of subscriber equipment is to lease our
receiver systems to new subscribers rather than selling systems to them at little or no
cost. Upon termination of service, lease subscribers are required to return the leased
equipment to us or be charged for the equipment. Leased equipment that is returned to us
which we redeploy to new lease customers results in reduced capital expenditures, and thus
reduced SAC.
During the three months ended March 31, 2006, the percentage of our new subscribers
choosing to lease rather than purchase equipment continued to increase compared to the same
period in 2005. The value of equipment capitalized under our lease program for new
subscribers totaled approximately $194.8 million and $184.7 million for the three months
ended March 31, 2006 and 2005, respectively. The increase in capital expenditures resulting
from our equipment lease program for new subscribers has been, and we expect it will
continue to be, partially mitigated by, among other things, the redeployment of equipment
returned by disconnecting lease program subscribers. However, to remain competitive we
will have to upgrade or replace subscriber equipment
9601 South Meridian Blvd., Englewood, CO 80112 Tele: 303.723.1000 Fax: 303.723.1299
Mr. Larry Spirgel
United States Securities and Exchange Commission
Page 4 of 4
periodically as technology changes, and the associated costs may be substantial. To the
extent technological changes render existing equipment obsolete, we would be unable to
redeploy all returned equipment and would realize less benefit from the SAC reduction
associated with redeployment of that returned lease equipment.
As previously discussed, our SAC calculation does not include the benefit of payments
we received in connection with equipment not returned to us from disconnecting lease
subscribers and returned equipment that is made available for sale rather than being
redeployed through our lease program. During the three months ended March 31, 2006 and
2005, these amounts totaled approximately $25.6 million and $19.3 million,
respectively.
Please direct any communications regarding this letter to my attention. My telephone number
is 303-723-1095. I can be reached by fax at 720-514-5957.
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Sincerely,
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/s/ David J. Rayner
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David J. Rayner
Chief Financial Officer |
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Cc:
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Kyle Moffatt, SEC |
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Robert Carroll, SEC |
9601 South Meridian Blvd., Englewood, CO 80112 Tele: 303.723.1000 Fax: 303.723.1299