Insperity Announces Strong Second Quarter Results

Rhea-AI Summary

Insperity, Inc. (NYSE: NSP) reported strong Q2 2022 results with a 21% revenue increase to $1.4 billion and net income of $33.6 million ($0.87 EPS). Adjusted EPS rose 27.5% to $1.16, while adjusted EBITDA increased 25% to $75 million. The average number of paid worksite employees (WSEEs) grew 19.4% to 290,507, demonstrating strong client retention at 99%. For 2022, the company raised its earnings outlook despite monitoring potential economic slowdowns. Guidance for Q3 includes adjusted EPS between $0.83 and $1.06 and anticipated WSEEs of 301,300 to 303,900.

Positive

• Q2 2022 revenues up 21% to $1.4 billion.
• Net income increased to $33.6 million.
• Adjusted EPS rose 27.5% to $1.16.
• 99% client retention rate maintained.
• Adjusted EBITDA grew 25% to $75 million.
• Raised earnings outlook for 2022.

Negative

• Operating expenses increased 16.5% over Q2 2021.
• Payroll taxes rose due to higher payroll volume.

HOUSTON--(BUSINESS WIRE)-- Insperity, Inc. (NYSE: NSP), a leading provider of human resources and business performance solutions for America’s best businesses, today reported results for the second quarter ended June 30, 2022. Insperity will be hosting a conference call today at 5:00 p.m. ET to discuss these results and our updated 2022 outlook, and has posted an accompanying presentation to its investor website at http://ir.insperity.com.

• Q2 average number of WSEEs paid and revenues up 19% and 21%, respectively

• Q2 net income and diluted EPS of $33.6 million and $0.87, respectively

• Q2 adjusted EBITDA up 25% to $75.0 million

• Q2 adjusted EPS up 27% to $1.16

Second Quarter Results

For the second quarter of 2022, reported net income and diluted earnings per share (“EPS”) were $33.6 million and $0.87, respectively. Adjusted EPS increased 27.5% compared to the second quarter of 2021 to $1.16. Adjusted EBITDA increased 24.6% over the second quarter of 2021 to $75.0 million.

The average number of worksite employees (“WSEEs”) paid per month increased 19.4% over Q2 2021 to 290,507 WSEEs. WSEEs paid from new client sales and the net gain (loss) in our client base improved over Q2 2021. Client retention remained strong, averaging 99% per month for the quarter and our clients continued to experience robust hiring through Q2 in spite of the tight labor market. Revenues in Q2 2022 increased 20.8% to $1.4 billion on the 19.4% increase in paid WSEEs and a 1.2% increase in revenue per WSEE.

“Our impressive 19% growth in paid worksite employees over the first half of 2021 reflects strong demand for our services, combined with excellent sales and service execution and has led to achieving a milestone of over 300,000 paid worksite employees as we begin Q3,” said Paul J. Sarvadi, Insperity chief executive officer and chairman. “These results represent a very strong start to our recently adopted five-year plan for growth, profitability, and exceptional shareholder returns. We believe that Insperity is well positioned to support the small and medium size business community through whatever economic conditions are experienced in the years ahead.”

Gross profit increased 20.2% over Q2 2021 to $239.9 million on the 19.4% increase in paid WSEEs, combined with higher-than-expected contributions from each of our direct cost programs and our traditional employment offering. COVID related costs and overall utilization of our health plan fell below forecasted levels. Workers’ compensation costs also declined on effective claims management, and to a lesser extent, on the favorable impact of higher interest rates. As expected, payroll taxes increased on higher payroll volume and the non-recurrence of the Q2 2021 collection of $11.3 million in federal payroll tax refunds related to prior years.

Operating expenses increased 16.5% over Q2 2021 and included continued investment in our personnel given our high growth and a focus on hiring and retention in the current tight labor market. Other operating spend included continued investment in marketing initiatives and technology. Travel and event costs also increased over the prior year’s period which was more restrictive under the pandemic conditions. Operating expense per WSEE per month decreased from $225 in Q2 2021 to $220 in Q2 2022 demonstrating overall operating leverage while further investing in the growth of the business.

Year-to-Date Results

Revenues for the first six months of 2022 increased 21.8% to $3.0 billion on a 19.5% increase in paid worksite employees and a 1.9% increase in revenue per WSEE. Gross profit for the first six months of 2022 increased 16.6% to $525.6 million. Operating expenses increased 14.1% to $378.9 million compared to the 2021 period.

For the six months ended June 30, 2022, reported net income and diluted EPS were $103.5 million and $2.68, respectively. Adjusted EPS increased 15.8% compared to the first six months of 2021 to $3.15. Adjusted EBITDA increased 17.7% compared to the first six months of 2021 to $193.6 million.

Net income per WSEE per month was $61 in both periods. Adjusted EBITDA per WSEE per month was $113 in the 2022 period compared to $115 in the 2021 period.

Gross profit and earnings comparisons are impacted by the non-recurrence of $16.8 million in federal payroll tax refunds received in 2021 related to prior years.

Cash outlays in the first six months of 2022 included the repurchase of approximately 616,000 shares of stock at a cost of $56.8 million, dividends totaling $37.1 million and capital expenditures of $9.0 million. Adjusted cash totaled $167 million at June 30, 2022 and $280 million is available under our recently expanded $650 million credit facility.

“We have raised our earnings outlook coming off of our outperformance over the first half of the year and continued growth momentum driving our positive outlook,” said Douglas S. Sharp, Insperity executive vice president of finance, chief financial officer and treasurer. “We continue to closely monitor the impact of the pandemic, the tight labor market and the possibility of an economic slowdown on our business. At this point, our key internal client metrics remain strong.”

2022 Guidance

The company also announced its updated guidance for 2022, including the third quarter of 2022. Please refer to the accompanying financial tables at the end of this press release for the reconciliation of non-GAAP financial measures to the comparable GAAP financial measures.

	Q3 2022				Full Year 2022
Average WSEEs paid	301,300	—	303,900		294,600	—	297,200
Year-over-year increase	17%	—	18%		17.5%	—	18.5%
Adjusted EPS	$0.83	—	$1.06		$4.68	—	$5.25
Year-over-year increase (decrease)	(7)%	—	19%		18%	—	33%
Adjusted EBITDA (in millions)	$59	—	$71		$305	—	$335
Year-over-year increase (decrease)	(2)%	—	18%		20%	—	31%

Definition of Key Metrics

Average WSEEs paid - Determined by calculating the company’s cumulative WSEEs paid during the period divided by the number of months in the period.

Adjusted EPS - Represents diluted net income per share computed in accordance with GAAP, excluding the impact of non-cash stock-based compensation.

Adjusted EBITDA - Represents net income computed in accordance with GAAP, plus interest expense, income taxes, depreciation and amortization expense and non-cash stock-based compensation.

Conference Call and Webcast

Insperity will be hosting a conference call today at 5:00 p.m. ET to discuss these results, and the guidance discussed in this press release, and answer questions from investment analysts. To listen in, call 888-506-0062 and use conference i.d. number 990230. The call will also be webcast at http://ir.insperity.com. The conference call script will be available at the same website later today. A replay of the conference call will be available at 877-481-4010, conference i.d. 46200, for one week after the call. The webcast will be archived for one year.

About Insperity

Since 1986, Insperity’s mission has been to help businesses succeed so communities prosper. Offering the most comprehensive suite of scalable HR solutions available in the marketplace, Insperity is defined by an unrivaled breadth and depth of services and level of care. Through an optimal blend of premium HR service and technology, Insperity delivers the administrative relief, reduced liabilities and better benefit solutions that businesses need for sustained growth. With 2021 revenues of $5.0 billion and more than 90 offices throughout the U.S., Insperity is currently making a difference in thousands of businesses and communities nationwide. For more information, visit http://www.insperity.com.

Forward-Looking Statements

The statements contained herein that are not historical facts are forward-looking statements within the meaning of the Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. You can identify such forward-looking statements by the words “anticipates,” “expects,” “intends,” “plans,” “projects,” “believes,” “estimates,” “likely,” “possibly,” “probably,” “could,” “goal,” “opportunity,” “objective,” “target,” “assume,” “outlook,” “guidance,” “predicts,” “appears,” “indicator” and similar expressions. Forward-looking statements involve a number of risks and uncertainties. In the normal course of business, in an effort to help keep our stockholders and the public informed about our operations, from time to time, we may issue such forward-looking statements, either orally or in writing. Generally, these statements relate to business plans or strategies; projected or anticipated benefits or other consequences of such plans or strategies; or projections involving anticipated revenues, earnings, average number of worksite employees, benefits and workers’ compensation costs, or other operating results. We base the forward-looking statements on our current expectations, estimates and projections. We caution you that these statements are not guarantees of future performance and involve risks, uncertainties and assumptions that we cannot predict. In addition, we have based many of these forward-looking statements on assumptions about future events that may prove to be inaccurate. Therefore, the actual results of the future events described in such forward-looking statements could differ materially from those stated in such forward-looking statements. Among the factors that could cause actual results to differ materially are:

• adverse economic conditions;

• impact of the COVID-19 pandemic, or other future pandemics, including the scope, severity and duration of the pandemic; government responses; regulatory developments; and the related disruptions and economic impact to our business and the small and medium-sized businesses that we serve;

• labor shortages and increasing competition for highly skilled workers;

• impact of inflation;

• vulnerability to regional economic factors because of our geographic market concentration;

• failure to comply with covenants under our credit facility;

• our liability for WSEE payroll, payroll taxes and benefits costs, or other liabilities associated with actions of our client companies or WSEEs;

• increases in health insurance costs and workers’ compensation rates and underlying claims trends, health care reform, financial solvency of workers’ compensation carriers, other insurers or financial institutions, state unemployment tax rates, liabilities for employee and client actions or payroll-related claims;

• an adverse determination regarding our status as the employer of our WSEEs for tax and benefit purposes and an inability to offer alternative benefit plans following such a determination;

• cancellation of client contracts on short notice, or the inability to renew client contracts or attract new clients;

• the ability to secure competitive replacement contracts for health insurance and workers’ compensation insurance at expiration of current contracts;

• regulatory and tax developments and possible adverse application of various federal, state and local regulations;

• failure to manage growth of our operations and the effectiveness of our sales and marketing efforts;

• the impact of the competitive environment and other developments in the human resources services industry, including the PEO industry, on our growth and/or profitability;

• an adverse final judgment or settlement of claims against Insperity;

• disruptions of our information technology systems or failure to enhance our service and technology offerings to address new regulations or client expectations;

• our liability or damage to our reputation relating to disclosure of sensitive or private information as a result of data theft, cyberattacks or security vulnerabilities;

• failure of third-party providers, data centers or cloud service providers; and

• our ability to integrate or realize expected returns on our acquisitions.

These factors are discussed in further detail in Insperity’s filings with the U.S. Securities and Exchange Commission. Any of these factors, or a combination of such factors, could materially affect the results of our operations and whether forward-looking statements we make ultimately prove to be accurate.

Any forward-looking statements are made only as of the date hereof and, unless otherwise required by applicable securities laws, we undertake no obligation to update or revise any forward-looking statements, whether as a result of new information, future events or otherwise.

Insperity, Inc.
CONDENSED CONSOLIDATED BALANCE SHEETS
(Unaudited)
(in thousands)	June 30, 2022				December 31, 2021
Assets
Cash and cash equivalents	$	510,869			$	575,812
Restricted cash		53,329				46,929
Marketable securities		30,781				31,791
Accounts receivable, net		685,857				513,306
Prepaid insurance		52,939				11,285
Other current assets		71,186				53,312
Income taxes receivable		5,684				12,413
Total current assets		1,410,645				1,244,848
Property and equipment, net		199,322				210,723
Right of use leased assets		59,149				62,830
Prepaid health insurance		9,000				9,000
Deposits		173,977				192,927
Goodwill and other intangible assets, net		12,707				12,707
Deferred income taxes, net		—				4,892
Other assets		28,106				15,158
Total assets	$	1,892,906			$	1,753,085
Liabilities and stockholders' equity
Accounts payable	$	6,034			$	6,412
Payroll taxes and other payroll deductions payable		303,645				467,892
Accrued worksite employee payroll cost		662,762				409,653
Accrued health insurance costs		62,643				50,001
Accrued workers’ compensation costs		58,142				50,534
Accrued corporate payroll and commissions		69,775				74,778
Other accrued liabilities		83,599				69,303
Total current liabilities		1,246,600				1,128,573
Accrued workers’ compensation cost, net of current		173,686				192,694
Long-term debt		369,400				369,400
Operating lease liabilities, net of current		58,916				64,192
Deferred income taxes, net		9,172				—
Total noncurrent liabilities		611,174				626,286
Stockholders’ equity:
Common stock		555				555
Additional paid-in capital		125,622				109,179
Treasury stock, at cost		(709,810	)			(665,089	)
Retained earnings		618,765				553,581
Total stockholders’ equity (deficit)		35,132				(1,774	)
Total liabilities and stockholders’ equity	$	1,892,906			$	1,753,085

Insperity, Inc.
CONSOLIDATED STATEMENTS OF OPERATIONS
(Unaudited)
(in thousands, except per share amounts)	Three Months Ended June 30,									Six Months Ended June 30,
		2022			2021		Change				2022			2021		Change
Operating results:
Revenues(1)	$	1,432,107		$	1,185,371		20.8	%		$	3,009,944		$	2,472,206		21.8	%
Payroll taxes, benefits and workers’ compensation costs		1,192,239			985,817		20.9	%			2,484,302			2,021,207		22.9	%
Gross profit		239,868			199,554		20.2	%			525,642			450,999		16.6	%
Salaries, wages and payroll taxes		106,522			94,362		12.9	%			213,961			197,437		8.4	%
Stock-based compensation		15,631			13,781		13.4	%			25,477			25,603		(0.5	)%
Commissions		10,743			8,251		30.2	%			21,053			15,970		31.8	%
Advertising		12,427			8,975		38.5	%			21,022			14,297		47.0	%
General and administrative expenses		36,095			29,211		23.6	%			77,100			60,847		26.7	%
Depreciation and amortization		10,100			9,751		3.6	%			20,284			17,798		14.0	%
Total operating expenses		191,518			164,331		16.5	%			378,897			331,952		14.1	%
Operating income		48,350			35,223		37.3	%			146,745			119,047		23.3	%
Other income (expense):
Interest income		945			1,436		(34.2	)%			1,093			1,979		(44.8	)%
Interest expense		(2,691	)		(1,975	)	36.3	%			(4,616	)		(3,574	)	29.2	%
Income before income tax expense		46,604			34,684		34.4	%			143,222			117,452		21.9	%
Income tax expense		13,005			9,530		36.5	%			39,739			30,376		30.8	%
Net income	$	33,599		$	25,154		33.6	%		$	103,483		$	87,076		18.8	%
Less distributed and undistributed earnings allocated to participating securities		(1	)		(37	)	(97.3	)%			(31	)		(193	)	(83.9	)%
Net income allocated to common shares	$	33,598		$	25,117		33.8	%		$	103,452		$	86,883		19.1	%
Net income per share of common stock
Basic	$	0.88		$	0.65		35.4	%		$	2.70		$	2.26		19.5	%
Diluted	$	0.87		$	0.65		33.8	%		$	2.68		$	2.24		19.6	%

____________________________________

(1) Revenues are comprised of gross billings less WSEE payroll costs as follows:

	Three Months Ended June 30,					Six Months Ended June 30,
(in thousands)		2022		2021			2022		2021
Gross billings	$	9,224,643	$	7,637,851		$	19,582,548	$	15,688,273
Less: WSEE payroll cost		7,792,536		6,452,480			16,572,604		13,216,067
Revenues	$	1,432,107	$	1,185,371		$	3,009,944	$	2,472,206

Insperity, Inc.
KEY FINANCIAL AND STATISTICAL DATA
(Unaudited)
	Three Months Ended June 30,							Six Months Ended June 30,
		2022		2021	Change				2022		2021	Change
Average WSEEs paid		290,507		243,270	19.4	%			284,583		238,220	19.5	%
Statistical data (per WSEE per month):
Revenues(1)	$	1,643	$	1,624	1.2	%		$	1,763	$	1,730	1.9	%
Gross profit		275		273	0.7	%			308		316	(2.5	)%
Operating expenses		220		225	(2.2	)%			222		232	(4.3	)%
Operating income		55		48	14.6	%			86		83	3.6	%
Net income		39		34	14.7	%			61		61	—

____________________________________

(1) Revenues per WSEE per month are comprised of gross billings per WSEE per month less WSEE payroll costs per WSEE per month as follows:

	Three Months Ended June 30,					Six Months Ended June 30,
(per WSEE per month)		2022		2021			2022		2021
Gross billings	$	10,585	$	10,466		$	11,469	$	10,976
Less: WSEE payroll cost		8,942		8,842			9,706		9,246
Revenues	$	1,643	$	1,624		$	1,763	$	1,730

Insperity, Inc.
Non-GAAP Financial Measures
(Unaudited)

Non-GAAP financial measures are not prepared in accordance with GAAP and may be different from non-GAAP financial measures used by other companies. Non-GAAP financial measures should not be considered as a substitute for, or superior to, measures of financial performance prepared in accordance with GAAP. Investors are encouraged to review the reconciliation of the non-GAAP financial measures used to their most directly comparable GAAP financial measures as provided in the tables below.

Non-GAAP Measure	Definition	Benefit of Non-GAAP Measure
Non-bonus payroll cost	Non-bonus payroll cost is a non-GAAP financial measure that excludes the impact of bonus payrolls paid to our WSEEs.   Bonus payroll cost varies from period to period, but has no direct impact to our ultimate workers’ compensation costs under the current program.	Our management refers to non-bonus payroll cost in analyzing, reporting and forecasting our workers’ compensation costs.   We include these non-GAAP financial measures because we believe they are useful to investors in allowing for greater transparency related to the costs incurred under our current workers’ compensation program.
Adjusted cash, cash equivalents and marketable securities	Excludes funds associated with: • federal and state income tax withholdings, • employment taxes, • other payroll deductions, and • client prepayments.	We believe that the exclusion of the identified items helps us reflect the fundamentals of our underlying business model and analyze results against our expectations, against prior periods, and to plan for future periods by focusing on our underlying operations. We believe that the adjusted results provide relevant and useful information for investors because they allow investors to view performance in a manner similar to the method used by management and improves their ability to understand and assess our operating performance. Adjusted EBITDA is used by our lenders to assess our leverage and ability to make interest payments.
EBITDA	Represents net income computed in accordance with GAAP, plus: • interest expense, • income tax expense, • depreciation and amortization expense, and • amortization of SaaS implementation costs.
Adjusted EBITDA	Represents EBITDA plus: • non-cash stock-based compensation.
Adjusted net income	Represents net income computed in accordance with GAAP, excluding: • non-cash stock-based compensation.
Adjusted EPS	Represents diluted net income per share computed in accordance with GAAP, excluding: • non-cash stock-based compensation.

Following is a reconciliation of payroll cost (GAAP) to non-bonus payroll costs (non-GAAP):

	Three Months Ended June 30,														Six Months Ended June 30,
(in thousands, except per WSEE per month)	2022							2021							2022							2021
				Per WSEE							Per WSEE							Per WSEE							Per WSEE
Payroll cost	$	7,792,536		$	8,942			$	6,452,480		$	8,842			$	16,572,604		$	9,706			$	13,216,067		$	9,246
Less: Bonus payroll cost		668,503			767				796,154			1,092				2,652,356			1,553				2,216,629			1,551
Non-bonus payroll cost	$	7,124,033		$	8,175			$	5,656,326		$	7,750			$	13,920,248		$	8,153			$	10,999,438		$	7,695
% Change period over period		25.9	%		5.5	%			15.2	%		7.9	%			26.6	%		6.0	%			9.3	%		6.8	%

Following is a reconciliation of cash, cash equivalents and marketable securities (GAAP) to adjusted cash, cash equivalents and marketable securities (non-GAAP):

(in thousands)	June 30, 2022			December 31, 2021
Cash, cash equivalents and marketable securities	$	541,650		$	607,603
Less:
Amounts payable for withheld federal and state income taxes, employment taxes and other payroll deductions		258,180			424,800
Client prepayments		116,646			20,054
Adjusted cash, cash equivalents and marketable securities	$	166,824		$	162,749

Following is a reconciliation of net income (GAAP) to EBITDA (non-GAAP) and adjusted EBITDA (non-GAAP):

(in thousands, except per WSEE per month)	Three Months Ended June 30,														Six Months Ended June 30,
	2022							2021							2022							2021
				Per WSEE							Per WSEE							Per WSEE							Per WSEE
Net income	$	33,599		$	39			$	25,154		$	34			$	103,483		$	61			$	87,076		$	61
Income tax expense		13,005			15				9,530			13				39,739			23				30,376			21
Interest expense		2,691			3				1,975			3				4,616			3				3,574			3
Depreciation and amortization		10,100			11				9,751			14				20,284			11				17,798			12
EBITDA		59,395			68				46,410			64				168,122			98				138,824			97
Stock-based compensation		15,631			18				13,781			18				25,477			15				25,603			18
Adjusted EBITDA	$	75,026		$	86			$	60,191		$	82			$	193,599		$	113			$	164,427		$	115
% Change period over period		24.6	%		4.9	%			(34.5	)%		(39.3	)%			17.7	%		(1.7	)%			(14.9	)%		(16.7	)%

Following is a reconciliation of net income (GAAP) to adjusted net income (non-GAAP):

	Three Months Ended June 30,							Six Months Ended June 30,
(in thousands)		2022			2021				2022			2021
Net income	$	33,599		$	25,154			$	103,483		$	87,076
Non-GAAP adjustments:
Stock-based compensation		15,631			13,781				25,477			25,603
Total non-GAAP adjustments		15,631			13,781				25,477			25,603
Tax effect		(4,345	)		(3,643	)			(7,069	)		(6,621	)
Total non-GAAP adjustments, net		11,286			10,138				18,408			18,982
Adjusted net income	$	44,885		$	35,292			$	121,891		$	106,058
% Change period over period		27.2	%		(40.8	)%			14.9	%		(16.2	)%

Following is a reconciliation of diluted EPS (GAAP) to adjusted EPS (non-GAAP):

	Three Months Ended June 30,							Six Months Ended June 30,
		2022			2021				2022			2021
Diluted EPS	$	0.87		$	0.65			$	2.68		$	2.24
Non-GAAP adjustments:
Stock-based compensation		0.41			0.35				0.66			0.66
Total non-GAAP adjustments		0.41			0.35				0.66			0.66
Tax effect		(0.12	)		(0.09	)			(0.19	)		(0.18	)
Total non-GAAP adjustments, net	$	0.29		$	0.26			$	0.47		$	0.48
Adjusted EPS	$	1.16		$	0.91			$	3.15		$	2.72
% Change period over period		27.5	%		(40.9	)%			15.8	%		(16.0	)%

Following is a reconciliation of GAAP to non-GAAP financial measures for third quarter and full year 2022 guidance:

(in millions, except per share amounts)		Q3 2022 Guidance		Full Year 2022 Guidance
Net income		$23 - $32		$145 - $167
Income tax expense		9 - 12		56 - 64
Interest expense		3		11
Depreciation and amortization		10		42
Amortization of SaaS implementation costs		1		2
EBITDA		46 - 58		256 - 286
Stock-based compensation		13		49
Adjusted EBITDA		$59 - $71		$305 - $335
Diluted net income per share of common stock		$0.58 - $0.81		$3.76 - $4.33
Non-GAAP adjustments:
Stock-based compensation		0.34		1.27
Tax effect		(0.09)		(0.35)
Total non-GAAP adjustments, net		0.25		0.92
Adjusted EPS		$0.83 - $1.06		$4.68 - $5.25

 

View source version on businesswire.com: https://www.businesswire.com/news/home/20220801005608/en/

Investor Relations Contact:

Douglas S. Sharp

Executive Vice President of Finance,

Chief Financial Officer and Treasurer

(281) 348-3232

Investor.Relations@Insperity.com

News Media Contact:

Larry Shaffer

SVP of Marketing and Business Development

(281) 312-3020

Media@Insperity.com

Source: Insperity, Inc.

FAQ

What were Insperity's Q2 2022 earnings results?

Insperity reported Q2 2022 revenues of $1.4 billion, net income of $33.6 million, and adjusted EPS of $1.16.

How did Insperity's revenue and employee metrics perform in Q2 2022?

Revenues increased 21%, with a 19.4% rise in average worksite employees paid, totaling 290,507.

What is Insperity's adjusted EPS guidance for Q3 2022?

Insperity's Q3 adjusted EPS guidance is between $0.83 and $1.06.

What are the key business highlights from Insperity's Q2 2022 report?

Key highlights include 99% client retention, 25% growth in adjusted EBITDA, and a strong outlook for continued growth.

How is Insperity managing operating expenses?

Operating expenses rose 16.5% due to investment in hiring and retention in a tight labor market.