Ladies and gentlemen, thank you for standing by, and welcome to the American Public Education, Inc. Reports First Quarter 2020 Results Conference Call. [Operator Instructions].I would now like to hand the conference over to your speaker today, Chris Symanoskie, Vice President of Investor Relations. Thank you. Please go ahead, sir..

Thank you, Operator. Good evening and welcome to American Public Education's discussion of financial and operating results for the first quarter of 2020.

The materials that accompany today's conference call are available in the Events and Presentations section of our website and are included as an exhibit to our current report on Form 8-K furnished with the SEC earlier today.Please note that statements made in this conference call and in the accompanying presentation materials regarding American Public Education or its subsidiaries that are not historical facts may be forward-looking statements based on current expectations, assumptions, estimates and projections about American Public Education and the industry.

These forward-looking statements are subject to risks and uncertainties that could cause actual future events or results to differ materially from such statements.Forward-looking statements can be identified by words such as anticipate, believe, seek, could, estimate, expect, intend, may, should, will and would.

These forward-looking statements include, without limitation, statements regarding expected growth, registrations, enrollments, revenues, expenses, earnings and plans with respect to recent, current and future initiatives, including marketing initiatives, efforts to stabilize and grow Hondros College of Nursing and expectations related to its profitability and information technology replacements and upgrades.Furthermore, these forward-looking statements include, without limitation, statements regarding investments and partnerships and the future impacts of and the company's response to the COVID-19 pandemic.

Actual results could differ materially from those expressed or implied by these forward-looking statements as a result of various factors, including risks related to COVID-19 pandemic and the risk factors described in the Risk Factors section and elsewhere in the company's most recent annual report on Form 10-K and quarterly report on Form 10-Q filed with the SEC as well as the company's other SEC filings.

The company undertakes no obligation to update publicly any forward-looking statements for any reason unless required by law, even if new information becomes available or other events occur in the future.This evening, it's my pleasure to introduce Angela Selden, our CEO; and Rick Sunderland, our Executive Vice President and CFO.At this time, I'll turn the call over to Angela Selden.

Angie?.

one, our decision to provide the AMU Freedom Grant to military service members at the Master's level; two, increased marketing to elevate our affordability message; and three, increased demand for online programs brought on by COVID-19.

We believe that enrollment demand at Hondros is driven by the successful execution of its enrollment recovery plan and the nursing shortage, as well by increased interest in students looking at a service profession, in part inspired by the pandemic.We believe that the long-term strategic initiatives at APUS and Hondros are beginning to have a positive impact on stabilizing and growing enrollment.

As we have mentioned before, it is our top priority to grow APEI's core businesses, with an emphasis on addressing the national need for an adult learning platform where learners of all backgrounds can obtain the skills they need to maximize the return on each learner's educational investment.

We intend to achieve this goal by building on our core competencies in online and nursing education, focusing on military and veteran communities, developing new flexible courses, modernizing our technology and elevating our brand message of maximizing learner return on educational investment with uplifting purpose-driven stories.As I stated at the beginning of our call, the pandemic has created an unexpected opportunity to amplify both the APUS and Hondros' value propositions to students, namely affordability, flexibility and quality of our student services and academic experiences, while fulfilling our social mission.

This increased awareness in our programs represents an opportunity for us to further broaden referrals in support of sustained long-term enrollment growth once the crisis subsides.As I said to our employees at the start of the pandemic, this truly is our time to shine in service to others.

Now more than ever, learners are counting on us so their studies can proceed without interruption. Our employees have truly risen to the occasion, having recognized early on that this crisis may also be a defining moment for our organization.

I thank each and every one of them for their creativity and dedication.Now I will turn the call over to our CFO, Rick Sunderland..

number one, a year-over-year $1.3 million increase in advertising expense to further drive registrations growth at APUS.

The growth in new and returning registrations gives us confidence to support elevating our selling and promotional expense by $10 million to $15 million in the full year 2020 as compared to 2019.Number two, approximately $1.8 million in costs associated with our technology modernization projects.

As we mentioned last quarter, we anticipate the full year cost of the technology modernization project to be between $6 million and $8 million in 2020, of which approximately 80% is related to implementation.We are pleased by the expected growth in net course registrations at APUS.

To date, the increase in demand for courses is being driven by students utilizing TA and VA as well as by those utilizing cash and other sources to fund their tuition, with no apparent negative impact from COVID-19.

Furthermore, our decision to increase tuition grants to military service members at the Master's level and our increased investment in marketing, 2 important elements of our long-term strategic plan, appear to be having a positive impact.We are excited about the enrollment turnaround at Hondros.

We believe the return to enrollment growth is the result of the successful and ongoing execution of the enrollment recovery plan as well as possibly increased interest in nursing as a result of COVID-19.

In short, we are excited about the possibilities for near-term and long-term growth at both APUS and Hondros.Now we would like to take questions from the audience. Operator, please open the line for questions..

[Operator Instructions]. Your first question comes from the line of Henry Chien with BMO..

I wanted to -- congrats on the great turnaround and growth metrics.

I was wondering if you could maybe provide a little more color in terms of what you're seeing, maybe from the data from or from -- or otherwise internal metrics? What drove that growth that's sort of carrying into 2Q as well? If you could maybe attribute it to COVID versus marketing or any other way that you maybe look at it..

Rick, go ahead..

Sure, Henry. Thanks. It's Rick. Yes, thank you. So really, the 3 elements, I believe, were outlined in Angie's section of the presentation. And really, all are contributing to the success.

Number one, increasing the grant to our graduate military students and extending what was previously limited to the undergraduate population, the book grant, has really had a favorable impact. What it means is for our military TA students, all military TA students may go to -- get a degree without any out-of-pocket costs.

And I say may because they're just a very small number of courses where there's course materials that they would have to pay out of pocket for.

But almost in totality, with the book grant and by increasing the tuition grant, all those TA students attend and can graduate with no out-of-pocket costs.The second is the increase in advertising and marketing. We are seeing improved lead flow, and our conversion rates have been as good as they've ever been.

So that's really driving new student growth.And then as Angie said in her presentation, we're seeing excellent retention. And so the quality mix is being maintained. That's something we've worked on hard for a long time.

And so it's driving both new student as well as returning student registrations.And finally, for all the reasons stated, we do think COVID has created an opportunity both at APUS and Hondros for students to go online.

Quality, affordable, very flexible, accessible, all the attributes that we've held firmly to for many, many years are now attributes that are, I think, critically important in the current environment in which everyone is living and which we're operating.

So it's really a combination of those 3 that are delivering the results that we expect to see in the second quarter..

Okay. Got it. Yes. Yes. I mean I'm also trying to understand of -- how much of that is purely COVID-related versus -- I mean it sounds like it's just like an inflection from the grant.

But for the new students for 2Q, is that, I guess, both -- is it primarily also in TA? Or is it like expanding beyond like military population?.

Yes. So two parts to that. So it's really hard to draw a fence around any individual element, right? They're all interrelated. So not really parsing that down among the three. We continue to see strength in the military. So yes, we're seeing that extend.

The results we reported for the first quarter are extending into the second quarter as it relates to the military..

[Operator Instructions]. Your next question comes from the line of Greg Pendy with Sidoti..

Just first of all, on the marketing.

Just for the year, is there anything noticeable just in terms of the channels you're marketing through? Any changes on that? Or has it just been pretty much going through the same kind of channels that you've been marketing in the past, but with the more value-focused message and kind of the increased spend?.

Greg, it's Angie. Great question. Thank you. As you can imagine, our marketing team had begun the pivot really in the first part of March. Many of the channels that had historically been a good yield for us were no longer relevant. And consequently, we had really 3 different channels -- 3 different levers that we had to focus on.

Number one, redirecting the spend that we had already planned to attribute to, more on ground-type channels to direct those to other paid lead sources, primarily digital and social lead generation sources. So that was number one.

Number two, we actually accelerated marketing dollars that we had intended to spend in the back half of the year and pulled some of that forward in order to be able to take advantage of what we saw to be an opportunity for us, particularly on the APUS side, to begin to get the word out about our online education as an alternative to those students who are suffering in setback as a result of their campuses closing.And then number three, in conjunction -- so that would basically be part of what was already in our financial plan for 2020, just redirected and then pulled forward in order to take advantage of these circumstances.

Then number three was the increased spend amount, which we did continue to execute against the plans around micro segments that we believe can be specifically positively impacted by additional marketing investment. And that was the plan that we had put in place and discussed in the last earnings call, and we continue to execute against that..

That's very helpful. And then I guess just one final one, just on Hondros.

Is there any disruption in terms of -- are there any sort of residency-like requirements in terms of graduating for certain kind of courses that students would be taking that might be disrupted, given everything that's going on at the hospitals?.

Great question. Two important developments, we think, at Hondros. The first of which was the on-ground campus directors and our academic deans worked in conjunction with the Ohio Board of Nursing to allow our students who were supposed to be sitting for the NCLEX certification to licensure tests. However, the testing centers were closed.

So our team worked with the Ohio Board of Nursing to allow those students to become practitioners and have an opportunity to sit in the future for those tests.

And so we were able to get our students who had just graduated out into the workplace to help with this pandemic situation.Second, in all the other coursework that we have in front of us currently, we have evaluated each component of the coursework and have determined which parts of that coursework need to be conducted in an on-ground setting.

What we're doing is we're basically splitting up the lab times across the students in cohorts of less than 6 people, alternating days and alternating times of the day, such that we adhere to social distancing guidelines. And so we have really focused on making sure that we follow those guidelines.

But at the same time, for those labs that require specific demonstrable mastery of the critical nursing skills, that we still offer the students a safe way to be able to move forward in their coursework..

There are no further questions at this time. I will turn the call back over to Mr. Symanoskie..

Thank you, Operator. That will conclude our call for today. We wish to thank you for listening and for your continued interest in American Public Education. Have a great evening. Bye, bye..

Ladies and gentlemen, this concludes today's conference call. Thank you for participating. You may now disconnect..