Third Quarter Highlights:

  • Total revenue of $119.0 million, an increase of 43% year-over-year
  • GAAP operating income of $3.6 million; non-GAAP operating income of $9.2 million
  • GAAP net income of $12.1 million; non-GAAP net income of $9.5 million
  • Adjusted EBITDA of $10.5 million

CAMBRIDGE, Mass., Nov. 07, 2018 (GLOBE NEWSWIRE) -- CarGurus, Inc. (Nasdaq: CARG), a leading global automotive marketplace, today announced financial results for the third quarter ended September 30, 2018.

“We delivered strong growth in the third quarter, as we exceeded our guidance across both revenue and profitability,” said Langley Steinert, Founder and Chief Executive Officer of CarGurus. “Our commitment to building our brand over the last year has yielded accelerated growth in our U.S. audience, and our international audience continues to make strides, creating a strong value proposition for our paying dealers.”

Revenue

  • Total revenue was $119.0 million, an increase of 43% compared to $83.0 million in the third quarter of 2017.
  • Marketplace subscription revenue was $105.8 million, an increase of 43% compared to $73.9 million in the third quarter of 2017.
  • Advertising and other revenue was $13.2 million, an increase of 46% compared to $9.1 million in the third quarter of 2017.

Operating Income

  • GAAP operating income was $3.6 million, or 3% of total revenue, compared to $2.9 million, or 3% of total revenue, in the third quarter of 2017.
  • Non-GAAP operating income was $9.2 million, or 8% of total revenue, compared to $2.9 million, or 4% of total revenue, in the third quarter of 2017.

Net Income & Adjusted EBITDA

  • GAAP net income was $12.1 million, or $0.11 per share based on 113.6 million weighted-average diluted shares outstanding during the third quarter ended September 30, 2018, as compared to net income of $2.4 million, or $0.02 per share based on 46.6 million weighted-average diluted shares outstanding during the third quarter ended September 30, 2017.
  • Non-GAAP net income was $9.5 million, or $0.08 per share based on 113.6 million weighted-average diluted shares outstanding during the third quarter ended September 30, 2018, compared to $2.2 million, or $0.02 per share based on 107.1 million weighted-average diluted shares outstanding during the third quarter ended September 30, 2017.
  • Adjusted EBITDA, a non-GAAP metric, was $10.5 million, compared to $4.0 million in the third quarter of 2017.

Balance Sheet and Cash Flow

  • As of September 30, 2018, CarGurus had cash, cash equivalents, and short-term investments of $147.6 million and no debt. 
  • The Company generated $10.8 million in cash from operations and $9.6 million in free cash flow, which is a non-GAAP metric, during the third quarter of 2018 compared to generating $8.5 million in cash from operations and $5.6 million in free cash flow during the third quarter of 2017. 

Third Quarter Business Metrics

  • U.S. revenue was $114.6 million in the third quarter of 2018, an increase of 43% compared to $80.4 million in the third quarter of 2017. GAAP operating income in the U.S. was $12.4 million, an increase of 33% compared to $9.3 million in the third quarter of 2017.
  • International revenue was $4.4 million in the third quarter of 2018, an increase of 71% compared to $2.6 million in the third quarter of 2017. GAAP operating loss in International markets was ($8.8) million, an increase of 36% compared to a loss of ($6.5) million in the third quarter of 2017.
  • Total paying dealers were 30,593 at September 30, 2018, an increase of 15% compared to 26,553 at September 30, 2017.  Of the total paying dealers at September 30, 2018, U.S. and International accounted for 27,128 and 3,465, respectively, compared to 24,313 and 2,240, respectively, at September 30, 2017.
  • Average annual revenue per subscribing dealer (AARSD) in the U.S. was $13,993 as of September 30, 2018, an increase of 21% compared to $11,526 as of September 30, 2017.
  • AARSD in International markets was $4,820 as of September 30, 2018, an increase of 2% compared to $4,711 as of September 30, 2017.
  • Website traffic and consumer engagement metrics for the third quarter of 2018 grew as follows:
      º  U.S. average monthly unique users were 37.0 million, an increase of 43% compared to 26.0 million in the third quarter of 2017. U.S. average monthly sessions were 100.5 million, an increase of 49% compared to 67.4 million in the third quarter of 2017.
      º  International average monthly unique users were 4.4 million, an increase of 70% compared to 2.6 million in the third quarter of 2017. International average monthly sessions were 10.4 million, an increase of 88% compared to 5.5 million in the third quarter of 2017.

Fourth Quarter and Full-Year 2018 Guidance

CarGurus anticipates total revenue, non-GAAP operating income, and non-GAAP earnings per share to be in the following ranges:

Fourth Quarter 2018:

Total revenue$121 to $122 million
Non-GAAP operating income$8 to $9 million
Non-GAAP EPS$0.06 to $0.07

The fourth quarter 2018 non-GAAP earnings per share calculation assumes 114.1 million diluted weighted-average common shares outstanding.

Full-Year 2018:

Total revenue$449 to $450 million
Non-GAAP operating income$32 to $33 million
Non-GAAP EPS$0.26 to $0.27

The full-year non-GAAP earnings per share calculation assumes 113.5 million diluted weighted-average common shares outstanding.  Guidance for the fourth quarter and full-year 2018 does not include any potential impact of foreign exchange gains or losses.

CarGurus has not reconciled its non-GAAP operating income guidance to GAAP operating income, or its non-GAAP EPS guidance to GAAP EPS, because stock-based compensation, the reconciling item between such GAAP and non-GAAP financial measures, cannot be reasonably predicted due to timing, amount, valuation and number of future employee awards and therefore is not available without unreasonable effort.  For more information regarding the non-GAAP financial measures discussed in this release, please see the reconciliations of GAAP financial measures to non-GAAP financial measures and the section titled "Non-GAAP Financial Measures and Other Business Metrics" below.

Conference Call and Webcast Information

CarGurus will host a conference call and live webcast to discuss its third quarter 2018 financial results and fourth quarter and full fiscal year 2018 financial guidance at 5:00 p.m. Eastern Time today, November 7, 2018. To access the conference call, dial (877) 451-6152 for the U.S. or Canada, or (201) 389-0879 for international callers. The webcast will be available live on the Investors section of the Company's website at https://investors.cargurus.com.

An audio replay of the call will also be available to investors beginning at approximately 8:00 p.m. Eastern Time on November 7, 2018, until 11:59 p.m. Eastern Time on November 21, 2018, by dialing (844) 512-2921 for the U.S. or Canada, or (412) 317-6671 for international callers, and entering passcode 13684279. In addition, an archived webcast will be available on the Investors section of the Company's website at https://investors.cargurus.com.

About CarGurus

Founded in 2006, CarGurus (Nasdaq: CARG) is a global, online automotive marketplace connecting buyers and sellers of new and used cars. The Company uses proprietary technology, search algorithms and data analytics to bring trust and transparency to the automotive search experience and help users find great deals from top-rated dealers. CarGurus is the largest automotive shopping site in the U.S. by unique monthly visitors (source: Comscore Media Metrix® Multi-Platform, Automotive – Information/Resources, Total Audience, Q3 2018, U.S. (Competitive set includes: CarGurus.com, Autotrader.com, Cars.com, TrueCar.com)).  In addition to the United States, CarGurus operates online marketplaces in Canada, the United Kingdom, Germany, Italy, and Spain. To learn more about CarGurus, visit www.cargurus.com.  CarGurus® is a registered trademark of CarGurus, Inc.

Cautionary Language Concerning Forward-Looking Statements

This press release includes forward-looking statements. All statements contained in this press release other than statements of historical facts, including, without limitation, statements regarding our future financial and business performance for the fourth quarter 2018 and full-year 2018, attractiveness of our product offerings and platform, the value proposition of our products and our market awareness, are forward-looking statements. The words “anticipate,” “believe,” “continue,” “estimate,” “expect,” “guide,” “intend,” “likely,” “may,” “will” and similar expressions and their negatives are intended to identify forward-looking statements. We have based these forward-looking statements on our current expectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations and objectives and financial needs. These forward-looking statements are subject to a number of risks and uncertainties, including, without limitation, risks related to our rapid growth and ability to sustain our revenue growth rate, our relationships with dealers, competition in the markets in which we operate, market growth, our ability to innovate and manage our growth, our ability to expand effectively into new markets, our ability to operate in compliance with applicable laws as well as other risks and uncertainties set forth in the “Risk Factors” section of our Quarterly Report on Form 10-Q, filed on November 7, 2018 with the Securities and Exchange Commission (SEC), and subsequent reports that we file with the SEC.  Moreover, we operate in a very competitive and rapidly changing environment. New risks emerge from time to time. It is not possible for our management to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause actual results to differ materially from those contained in any forward-looking statements we may make. In light of these risks, uncertainties and assumptions, we cannot guarantee future results, levels of activity, performance, achievements or events and circumstances reflected in the forward-looking statements will occur. We are under no duty to update any of these forward-looking statements after the date of this press release to conform these statements to actual results or revised expectations, except as required by law. You should, therefore, not rely on these forward-looking statements as representing our views as of any date subsequent to the date of this press release.


Unaudited Condensed Consolidated Balance Sheets
(in thousands, except share and per share data)

      
 At
September 30,
2018
  At
December 31,
2017
 
Assets       
Current assets       
Cash and cash equivalents$77,642  $87,709 
Investments 70,000   50,000 
Accounts receivable, net of allowance for doubtful accounts of $520
  and $494, respectively
 12,565   12,577 
Prepaid expenses and prepaid income taxes 8,227   5,313 
Other current assets 7,201   1,605 
Total current assets 175,635   157,204 
Property and equipment, net 17,632   16,563 
Restricted cash 3,656   1,843 
Deferred tax assets 36,985   825 
Other long–term assets 136   159 
Total assets$234,044  $176,594 
Liabilities and Stockholders Equity       
Current liabilities       
Accounts payable$34,046  $23,908 
Accrued expenses, accrued income taxes and other current liabilities 12,372   13,588 
Deferred revenue 7,685   4,305 
Deferred rent 1,326   1,165 
Total current liabilities 55,429   42,966 
Deferred rent, net of current portion 6,943   5,648 
Other non–current liabilities 1,244   955 
Total liabilities 63,616   49,569 
Commitments and contingencies       
Stockholders’ equity:       
Class A common stock, $0.001 par value per share; 500,000,000 shares
  authorized; 89,261,069 and 77,884,754 shares issued and outstanding
  at September 30, 2018 and December 31, 2017, respectively
 89   78 
Class B common stock, $0.001 par value per share; 100,000,000 shares
  authorized; 20,702,084 and 28,226,104 shares issued and outstanding
  at September 30, 2018 and December 31, 2017, respectively
 21   28 
Additional paid-in capital 181,630   185,190 
Accumulated deficit (11,448)  (58,499)
Accumulated other comprehensive income 136   228 
Total stockholders’ equity 170,428   127,025 
Total liabilities and stockholders’ equity$234,044  $176,594 
        


Unaudited Condensed Consolidated Income Statements
(in thousands, except share and per share data)

       
  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
Revenue $119,042  $82,989  $328,068  $226,264 
Cost of revenue(1)  6,412   4,720   17,940   12,367 
Gross profit  112,630   78,269   310,128   213,897 
Operating expenses:                
Sales and marketing  84,867   63,891   237,308   168,495 
Product, technology, and development  12,771   5,796   33,713   14,153 
General and administrative  10,630   5,006   28,042   14,098 
Depreciation and amortization  727   713   2,064   1,909 
Total operating expenses  108,995   75,406   301,127   198,655 
Income from operations  3,635   2,863   9,001   15,242 
Other income, net:                
Interest income  639   211   1,571   566 
Other (expense) income  (38)  (105)  15   (243)
Total other income, net  601   106   1,586   323 
Income before income taxes  4,236   2,969   10,587   15,565 
(Benefit from) provision for income taxes  (7,899)  590   (36,464)  4,633 
Net income $12,135  $2,379  $47,051  $10,932 
Reconciliation of net income to net income
  attributable to common stockholders:
                
Net income $12,135  $2,379  $47,051  $10,932 
Net income attributable to participating securities     (1,401)     (6,446)
Net income attributable to common stockholders — basic $12,135  $978  $47,051  $4,486 
Net income $12,135  $2,379  $47,051  $10,932 
Net income attributable to participating securities     (1,345)     (6,198)
Net income attributable to common stockholders — diluted $12,135  $1,034  $47,051  $4,734 
Net income per share attributable to common stockholders:                
Basic $0.11  $0.02  $0.43  $0.11 
Diluted $0.11  $0.02  $0.42  $0.10 
Weighted-average number of shares of common stock used in computing net income per share attributable to common stockholders:                
Basic  109,628,692   42,262,035   108,367,270   42,168,904 
Diluted  113,601,415   46,567,173   113,351,150   46,310,630 
(1) Includes depreciation and amortization expense for the three months ended September 30, 2018 and 2017 and for the nine months ended September 30, 2018 and 2017 of $581, $370, $1,701 and $761, respectively.         
          


Unaudited Condensed Consolidated Statements of Cash Flows
(in thousands)

       
  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
Operating Activities                
Net income $12,135  $2,379  $47,051  $10,932 
Adjustments to reconcile net income to net cash provided by operating activities:                
Depreciation and amortization  1,308   1,083   3,765   2,670 
Unrealized currency (gain) loss on foreign denominated transactions  (37)  (32)  (56)  96 
Deferred taxes  (7,938)  (1,073)  (36,162)  (663)
Provision for doubtful accounts  524   164   1,246   544 
Stock-based compensation expense  5,528   74   14,951   224 
Changes in operating assets and liabilities:                
Accounts receivable  (1,658)  (1,293)  (1,240)  (4,013)
Prepaid expenses, prepaid income taxes, and other assets  (4,336)  2,033   (8,648)  1,143 
Accounts payable  4,124   5,209   11,462   6,409 
Accrued expenses, accrued income taxes, and other current liabilities  (973)  199   (2,964)  (585)
Deferred revenue  66   14   3,381   1,265 
Deferred rent  1,900   (406)  1,466   262 
Other non-current liabilities  108   101   347   258 
Net cash provided by operating activities  10,751   8,452   34,599   18,542 
Investing Activities                
Purchases of property and equipment  (892)  (2,271)  (1,873)  (4,247)
Capitalization of website development costs  (253)  (540)  (978)  (1,487)
Investments in certificates of deposit     (20,000)  (130,000)  (50,000)
Maturities of certificates of deposit  40,000   8,000   110,000   34,774 
Net cash provided by (used in) investing activities  38,855   (14,811)  (22,851)  (20,960)
Financing Activities                
Proceeds from exercise of stock options  676   120   3,061   288 
Payment of initial public offering costs     (1,823)  (1,142)  (2,128)
Payment of withholding taxes on net share settlements of equity awards  (4,379)     (21,867)   
Net cash used in financing activities  (3,703)  (1,703)  (19,948)  (1,840)
Impact of foreign currency on cash, cash equivalents, and restricted cash  29   128   (54)  157 
Net increase (decrease) in cash, cash equivalents, and restricted cash  45,932   (7,934)  (8,254)  (4,101)
Cash, cash equivalents, and restricted cash at beginning of period  35,366   35,353   89,552   31,520 
Cash, cash equivalents, and restricted cash at end of period $81,298  $27,419  $81,298  $27,419 
Supplemental disclosure of cash flow information:                
Cash paid for income taxes $40  $3,573  $2,320  $4,220 
Cash paid for interest $5  $5  $15  $17 
Supplemental disclosure of non-cash investing and financing activities:                
Unpaid purchases of property and equipment $2,201  $739  $2,201  $739 
Capitalized stock-based compensation expense in website development costs $89  $  $299  $ 
Unpaid deferred initial public offering costs $  $465  $  $2,014 
                 


Unaudited Reconciliation of GAAP Operating Income to Non-GAAP Operating Income and GAAP Operating Margin to Non-GAAP Operating Margin
(in thousands, except percentages)

       
  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
GAAP operating income $3,635  $2,863  $9,001  $15,242 
Stock-based compensation expense  5,528   74   14,951   224 
Non-GAAP operating income $9,163  $2,937  $23,952  $15,466 
                 
GAAP operating margin  3%  3%  3%  7%
Non-GAAP operating margin  8%  4%  7%  7%
                 


Unaudited Reconciliation of GAAP Net Income to Non-GAAP Net Income
(in thousands, except per share data)

  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
GAAP net income $12,135  $2,379  $47,051  $10,932 
Stock-based compensation expense, net of tax(1)  4,367   48   11,811   146 
Change in tax provision from stock-based compensation expense(2)  (6,970)  (267)  (35,912)  (640)
Non-GAAP net income $9,532  $2,160  $22,950  $10,438 
Non-GAAP net income attributable to common stockholders $9,532  $2,160  $22,950  $10,438 
Non-GAAP net income attributable to common stockholders per share:                
Basic $0.09  $0.02  $0.21  $0.10 
Diluted $0.08  $0.02  $0.20  $0.10 
  Weighted-average number of shares of common stock
  used in computing non-GAAP net income per share attributable to common stockholders:
                
GAAP Basic Shares  109,629   42,262   108,367   42,169 
Preferred Shares assuming conversion     60,565      60,565 
Total Non-GAAP Basic Shares  109,629   102,827   108,367   102,734 
GAAP Diluted Shares  113,601   46,567   113,351   46,311 
Preferred Shares assuming conversion     60,565      60,565 
Total Non-GAAP Diluted Shares  113,601   107,132   113,351   106,875 
(1) The stock-based compensation amounts reflected in the table above, for 2018 and 2017, are tax effected at the U.S. federal statutory tax rates of 21% and 35%, respectively.         
(2) This adjustment reflects the tax effect of differences between tax deductions related to stock compensation and the corresponding financial statement expense.         
          


Unaudited Reconciliation of GAAP Gross Profit to Non-GAAP Gross Profit and GAAP Gross Profit Margin to Non-GAAP Gross Profit Margin
(in thousands, except percentages)

       
  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
Revenue $119,042  $82,989  $328,068  $226,264 
Cost of revenue  6,412   4,720   17,940   12,367 
Gross profit  112,630   78,269   310,128   213,897 
Stock-based compensation expense included in Cost of revenue  83   6   264   16 
Non-GAAP gross profit $112,713  $78,275  $310,392  $213,913 
                 
GAAP gross profit margin  95%  94%  95%  95%
Non-GAAP gross profit margin  95%  94%  95%  95%
                 


Unaudited Reconciliation of GAAP Expense to Non-GAAP Expense and GAAP Expense as a Percentage of Revenue to Non-GAAP Expense as a Percentage of Revenue
(in thousands, except percentages)

    
  Three Months Ended
September 30,
 
  2018  2017 
  GAAP expense  Stock-based compensation expense  Non-GAAP expense  GAAP expense as a percentage of revenue  Non-GAAP expense as a percentage of revenue  GAAP expense  Stock-based compensation expense  Non-GAAP expense  GAAP expense as a percentage of revenue  Non-GAAP expense as a percentage of revenue 
Cost of revenue $6,412  $(83) $6,329   5%  5% $4,720  $(6) $4,714   6%  6%
S&M  84,867   (1,216)  83,651   71%  70%  63,891   (35)  63,856   77%  77%
P,T&D(1)  12,771   (2,584)  10,187   11%  9%  5,796   (24)  5,772   7%  7%
G&A  10,630   (1,645)  8,985   9%  7%  5,006   (9)  4,997   6%  6%
Depreciation & amortization  727      727   1%  1%  713      713   1%  1%
Operating expenses(2) $108,995  $(5,445) $103,550   92%  87% $75,406  $(68) $75,338   91%  91%
Total expenses $115,407  $(5,528) $109,879   97%  92% $80,126  $(74) $80,052   97%  96%
(1) Product, Technology, & Development 
(2) Operating expenses include S&M, P,T&D, G&A, and depreciation & amortization 
  
  Nine Months Ended
September 30,
 
  2018  2017 
  GAAP expense  Stock-based compensation expense  Non-GAAP expense  GAAP expense as a percentage of revenue  Non-GAAP expense as a percentage of revenue  GAAP expense  Stock-based compensation expense  Non-GAAP expense  GAAP expense as a percentage of revenue  Non-GAAP expense as a percentage of revenue 
Cost of revenue $17,940  $(264) $17,676   5%  5% $12,367  $(16) $12,351   5%  5%
S&M  237,308   (3,762)  233,546   72%  71%  168,495   (108)  168,387   75%  75%
P,T&D(1)  33,713   (6,903)  26,810   10%  8%  14,153   (72)  14,081   6%  6%
G&A  28,042   (4,022)  24,020   9%  8%  14,098   (28)  14,070   6%  6%
Depreciation & amortization  2,064      2,064   1%  1%  1,909      1,909   1%  1%
Operating expenses(2) $301,127  $(14,687) $286,440   92%  88% $198,655  $(208) $198,447   88%  88%
Total expenses $319,067  $(14,951) $304,116   97%  93% $211,022  $(224) $210,798   93%  93%
(1) Product, Technology, & Development 
(2) Operating expenses include S&M, P,T&D, G&A, and depreciation & amortization 
  


Unaudited Reconciliation of GAAP Net Income to Adjusted EBITDA
(in thousands)

       
  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
GAAP net income $12,135  $2,379  $47,051  $10,932 
Depreciation and amortization  1,308   1,083   3,765   2,670 
Stock-based compensation expense  5,528   74   14,951   224 
Other (income), net  (601)  (106)  (1,586)  (323)
(Benefit from) provision for income taxes  (7,899)  590   (36,464)  4,633 
Adjusted EBITDA $10,471  $4,020  $27,717  $18,136 
                 


Unaudited Reconciliation of GAAP Net Cash and Cash Equivalents Provided by Operating Activities to Non-GAAP Free Cash Flow
(in thousands)

  Three Months Ended  Nine Months Ended 
  September 30,  September 30, 
  2018  2017  2018  2017 
GAAP net cash and cash equivalents provided by operating activities $10,751  $8,452  $34,599  $18,542 
Purchases of property and equipment  (892)  (2,271)  (1,873)  (4,247)
Capitalization of website development costs  (253)  (540)  (978)  (1,487)
Non-GAAP free cash flow $9,606  $5,641  $31,748  $12,808 
                 

Non-GAAP Financial Measures and Other Business Metrics

To supplement our consolidated financial statements, which are prepared and presented in accordance with Generally Accepted Accounting Principles in the United States (GAAP), we provide investors with certain non-GAAP financial measures and other business metrics, which we believe are helpful to our investors. We use these non-GAAP financial measures and other business metrics for financial and operational decision-making purposes and as a means to evaluate period-to-period comparisons. We believe that these non-GAAP financial measures and other business metrics provide useful information about our operating results, enhance the overall understanding of past financial performance and future prospects and allow for greater transparency with respect to metrics used by our management in its financial and operational decision-making.

The presentation of non-GAAP financial information and other business metrics is not meant to be considered in isolation or as a substitute for the directly comparable financial measures prepared in accordance with GAAP.  While our non-GAAP financial measures and other business metrics are an important tool for financial and operational decision-making and for evaluating our own operating results over different periods of time, we urge investors to review the reconciliation of these financial measures to the comparable GAAP financial measures included above, and not to rely on any single financial measure to evaluate our business.

We define Adjusted EBITDA as GAAP net income, adjusted to exclude: depreciation and amortization, stock-based compensation expense, other (income) expense, net, the (benefit from) provision for income taxes, and other one-time, non-recurring items, when applicable. We have presented Adjusted EBITDA because it is a key measure used by our management and board of directors to understand and evaluate our operating performance, generate future operating plans, and make strategic decisions regarding the allocation of capital. In particular, we believe that the exclusion of certain items in calculating Adjusted EBITDA can produce a useful measure for period-to-period comparisons of our business.

We define Free Cash Flow as cash flow from operations, adjusted to include purchases of property and equipment and capitalization of website development costs. We have presented Free Cash Flow because it is a measure of the Company’s financial performance that represents the cash that the Company is able to generate after expenditures required to maintain or expand our asset base.

We also monitor operating measures of certain non-GAAP items including non-GAAP gross margin, non-GAAP expense, non-GAAP operating income, non-GAAP operating margin, non-GAAP net income and non-GAAP net income per share.  These non-GAAP financial measures exclude the effect of stock-based compensation expense.  Non-GAAP net income and non-GAAP income per share also exclude the change in tax provision from stock-based compensation expense. We believe that these non-GAAP financial measures provide useful information about our operating results, enhance the overall understanding of past financial performance and future prospects and allow for greater transparency with respect to metrics used by our management in its financial and operational decision-making.

While a reconciliation of non-GAAP guidance measures to corresponding GAAP measures is not available on a forward-looking basis without unreasonable effort as a result of the uncertainty regarding, and the potential variability of, stock-based compensation expenses that we may incur in the future, we have provided a reconciliation of non-GAAP financial measures and other business metrics to the nearest comparable GAAP measures in the accompanying financial statement tables included in this press release.

We define a paying dealer as a dealer, based on a distinct associated inventory feed, that subscribes to our Enhanced or Featured Listing product at the end of a defined period.

We define AARSD, which is measured at the end of a defined period, as the total marketplace subscription revenue during the trailing 12 months divided by the average number of paying dealers during the same trailing 12-month period.

For each of our websites, we define a monthly unique user as an individual who has visited such website within a calendar month, based on data as measured by Google Analytics. We calculate average monthly unique users as the sum of the monthly unique users in a given period, divided by the number of months in that period. We count a unique user the first time a computer or mobile device with a unique device identifier accesses a website during a calendar month. If an individual accesses a website using a different device within a given month, the first access by each such device is counted as a separate unique user.

We define monthly sessions as the number of distinct visits to our websites that take place each month within a given time frame, as measured and defined by Google Analytics. We calculate average monthly sessions as the sum of the monthly sessions in a given period, divided by the number of months in that period. A session is defined as beginning with the first page view from a device and ending at the earliest of when a user closes their browser window, after 30 minutes of inactivity, or at midnight Eastern Time each night. A session can be made up of multiple page views and visitor actions, such as performing a search, visiting vehicle detail pages, and connecting with a dealer.

Investor Contact:
Rodney Nelson
Director, Investor Relations
888-508-1190
investors@cargurus.com