SOURCE: Stifel Financial Corp.

Stifel Financial Corp.

May 09, 2011 16:10 ET

Stifel Financial Corp. Reports First Quarter 2011 Results

Net Revenues, Net Income and Diluted EPS Second Only to Record Fourth Quarter 2010 Results

ST. LOUIS, MO--(Marketwire - May 9, 2011) - Stifel Financial Corp. (NYSE: SF)

--  Net revenues of $366.6 million increased 18% from the first quarter
    of 2010.
--  Non-GAAP net income of $32.9 million(1), or $0.52 per diluted share(2).
--  GAAP net income of $31.4 million, or $0.50 per diluted share(2).
--  As of March 31, 2011, stockholders' equity was $1.3 billion; book value
    per share was $24.32(2).

Stifel Financial Corp. (NYSE: SF) today reported unaudited GAAP net revenues of $366.6 million for the three months ended March 31, 2011. The company reported non-GAAP net income of $32.9 million(1), or $0.52 per diluted share(2), on net revenues of $366.6 million. On a GAAP basis, the company reported unaudited net income of $31.4 million, or $0.50 per diluted share(2), for the three months ended March 31, 2011, compared to net income of $23.7 million, or $0.45 per diluted share(2), on net revenues of $312.0 million for the first quarter of 2010. Results for the three months ended March 31, 2011 were reduced by merger-related expenses of $1.5 million after-tax ($2.5 million pre-tax), or $0.02 per diluted share(2), all of which related to the merger with Thomas Weisel Partners Group, Inc. ("TWPG"). A reconciliation of the company's GAAP results to these non-GAAP measures is discussed below under "Non-GAAP Financial Measures."

For the fourth quarter of 2010, the company reported record non-GAAP net income of $47.3 million(1), or $0.74 per diluted share(2), on record net revenues of $402.8 million. On a GAAP basis, the company reported unaudited record net income of $41.4 million, or $0.65 per diluted share(2), for the three months ended December 31, 2010.

"Following our record fourth quarter results, the first quarter of 2011 proved to be our second best quarter in terms of net revenues, net income and diluted EPS. We also achieved our pre-tax margin goal of 15% on a non-GAAP basis. These results highlight our company's continued ability to capitalize on opportunities in serving both our growing private client base and middle-market companies," commented Ronald J. Kruszewski, Chairman, President and Chief Executive Officer of Stifel Financial. "Consistent with industry trends, our investment banking results in the quarter were sequentially lower, primarily impacted by a decline in advisory and municipal underwriting activity, particularly when compared with our record fourth quarter revenues. Our pipeline remains promising, with a significant weighting in the technology sector."


                Summary Results of Operations (Unaudited)
                        For the Three Months Ended

(in 000s)                 3/31/11   3/31/10   % Change  12/31/10  % Change
                          --------- --------- --------- --------- --------
   Net revenues           $ 366,613 $ 312,030      17.5 $ 401,599     (8.7)
   Non-GAAP net revenues
    (1)                   $ 366,619 $ 312,030      17.5 $ 402,787     (9.0)
   Net income             $  31,398 $  23,740      32.3 $  41,394    (24.1)
   Non-GAAP net
    income (1)            $  32,926 $  23,740      38.7 $  47,318    (30.4)
Earnings per share: (2)
   Basic                  $    0.60 $    0.52      15.4 $    0.81    (25.9)
   Diluted                $    0.50 $    0.45      11.1 $    0.65    (23.1)
   Non-GAAP diluted (1)   $    0.52 $    0.45      15.6 $    0.74    (29.7)

Business Segment Results


                    Summary Segment Results (Unaudited)
                              (in thousands)
                        For the Three Months Ended

                                                   %                  %
                            3/31/11    3/31/10   Change  12/31/10   Change
                           ---------  ---------  ------  ---------  ------
Net revenues: (3)
   Global Wealth
    Management             $ 238,446  $ 199,421    19.6  $ 236,424     0.9
   Institutional Group       126,994    113,292    12.1    165,902   (23.5)
   Other                       1,179       (683)  272.5        461   155.8
                           ---------  ---------  ------  ---------  ------
     Net revenues          $ 366,619  $ 312,030    17.5  $ 402,787    (9.0)
                           ---------  ---------  ------  ---------  ------
Operating contribution: (3)
   Global Wealth
    Management             $  61,472  $  39,158    57.0  $  62,717    (2.0)
   Institutional Group        21,393     27,456   (22.1)    43,656   (51.0)
   Other                     (29,714)   (27,049)    9.9    (29,994)   (0.9)
                           ---------  ---------  ------  ---------  ------
     Income before income
      taxes                $  53,151  $  39,565    34.3  $  76,379   (30.4)
                           ---------  ---------  ------  ---------  ------

Global Wealth Management

For the quarter ended March 31, 2011, the Global Wealth Management ("GWM") segment generated pre-tax operating income of $61.5 million, compared to $39.2 million in the first quarter of 2010 and $62.7 million in the fourth quarter of 2010. Net revenues for the quarter were $238.4 million, compared to $199.4 million in the first quarter of 2010, and $236.4 million in the fourth quarter of 2010. The increase in net revenues over the comparable period in 2010 is primarily attributable to: (1) higher commissions revenues as a result of increased client assets and higher productivity; (2) growth in asset management and service fees as a result of an increase in assets under management through market performance and the merger with TWPG; and (3) increased equity underwriting sales credits.

--  The Private Client Group reported record net revenues of
    $229.5 million, a 21% increase compared to the first quarter
    of 2010 and a 1% increase compared to the fourth quarter of 2010.
--  Stifel Bank reported net revenues of $8.9 million, a 9% decrease
    compared to the first quarter of 2010 and the fourth quarter of 2010.

Institutional Group

For the quarter ended March 31, 2011, the Institutional Group segment generated pre-tax operating income of $21.4 million, compared to $27.5 million in the first quarter of 2010, and $43.7 million in the fourth quarter of 2010. Net revenues for the quarter were $127.0 million, compared to $113.3 million in the first quarter of 2010 and $165.9 million in the fourth quarter of 2010. The growth in revenue over the comparable period in 2010 was driven by an increase in equity commissions and, to a lesser extent, equity capital raising which was primarily related to improved equity capital market conditions and the merger with TWPG. The increase in activity was offset by a decline in fixed income institutional brokerage revenues, which was negatively impacted by the challenging market conditions present during the first quarter of 2011. The decrease in net revenues from the record fourth quarter was primarily attributable to a decrease in advisory services and equity and fixed income origination volume, offset by an increase in institutional brokerage revenues.

Institutional brokerage revenues were $90.7 million, a 9% increase compared to the first quarter of 2010 and a 10% increase compared to the fourth quarter of 2010.

--  Equity institutional brokerage revenues were $52.4 million, a 36%
    increase compared to the first quarter of 2010 and a 13% increase
    compared to the fourth quarter of 2010.
--  Fixed income institutional brokerage revenues were $38.3 million, a 14%
    decrease compared to the first quarter of 2010 and a 6% increase
    compared to the fourth quarter of 2010.

Investment banking revenues were $35.1 million, a 21% increase compared to the first quarter of 2010 and a 57% decrease compared to the record performance in the fourth quarter of 2010.

--  Equity capital raising revenues were $23.0 million, a 63% increase
    compared to the first quarter of 2010 and a 33% decrease compared to
    the fourth quarter of 2010.
--  Fixed income capital raising revenues were $3.0 million, a 49% decrease
    compared to the first quarter of 2010 and a 51% decrease compared to
    the fourth quarter of 2010.
--  Equity advisory fee revenues were $8.4 million, a 1% decrease compared
    to the first quarter of 2010, and a 78% decrease compared to the fourth
    quarter of 2010.
--  Fixed income advisory fee revenues were $0.7 million, a 57% increase
    compared to the first quarter of 2010 and a 76% decrease compared to
    the fourth quarter of 2010.

Consolidated Compensation and Benefits Expenses

For the quarter ended March 31, 2011, compensation and benefits expenses were $231.2 million, a 12% increase compared to the first quarter of 2010, and a 3% decrease compared to the fourth quarter of 2010. The increase in compensation and benefits expenses from the comparable period in 2010 is primarily due to increased revenue production and profitability and the merger with TWPG. The decrease from the fourth quarter of 2010 is primarily attributable to a decrease in variable compensation as a result of lower revenues.

Excluding the merger-related expenses in the fourth quarter of 2010 and first quarter of 2011, compensation and benefits as a percentage of net revenues was 63%(4) compared to 66% in the first quarter of 2010 and 59%(4) in the fourth quarter of 2010. Transition pay, which primarily consists of amortization of upfront notes, signing bonuses and retention awards, as a percentage of net revenues was 5% compared to 6% in the first quarter of 2010 and 4% in the fourth quarter of 2010.

Consolidated Non-Compensation Operating Expenses

For the quarter ended March 31, 2011, non-compensation operating expenses were $84.7 million, which included $2.7 million of merger-related expenses; increased 28% compared to the first quarter of 2010 and decreased 13% from the fourth quarter of 2010. Excluding merger-related expenses in the fourth quarter of 2010 and the first quarter of 2011, non-compensation operating expenses were $82.1 million for the first quarter of 2011, a 24% increase compared to the first quarter of 2010 and an 8% decrease compared to the fourth quarter of 2010. The increase in non-compensation operating expenses from the comparable period in 2010 is primarily due to increased variable expenses associated with revenue growth and an increase in expenses as a result of the merger with TWPG. The decrease in non-compensation operating expenses from the fourth quarter of 2010 is primarily due to a decrease in variable expenses as a result of lower revenues.

Excluding the merger-related expenses in the fourth quarter of 2010 and first quarter of 2011, non-compensation operating expenses as a percentage of net revenues for the quarter ended March 31, 2011 was 22%(4) compared to 21% in the first quarter of 2010 and 22%(4) in the fourth quarter of 2010.

Provision for Income Taxes

The effective income tax rate for the quarter ended March 31, 2011 was 38% compared to 40% for the comparable period in 2010.

Statement of Financial Condition (Unaudited)

Total assets increased 41% to $4.5 billion as of March 31, 2011 from $3.2 billion as of March 31, 2010. The increase is primarily attributable to growth of the company's bank subsidiary, which has grown its balance sheet to $1.8 billion as of March 31, 2011 from $1.1 billion as of March 31, 2010. As of March 31, 2011, Stifel Bank's investment portfolio of $1.2 billion has increased 117% from March 31, 2010. Over 75% of the investment portfolio is comprised of agency mortgage-backed securities. The increase in total assets is also attributable to the recently completed merger with TWPG. In addition to the net assets acquired in the merger with TWPG, the company recognized goodwill and intangible assets of $145.2 million. The company's broker-dealer subsidiary's gross assets and liabilities, including trading inventory, stock loan/borrow, receivables and payables from/to brokers, dealers and clearing organizations and clients, fluctuate with business levels and overall market conditions.

Total stockholders' equity as of March 31, 2011 increased $374.6 million, or 41%, to $1.3 billion from $912.4 million as of March 31, 2010. The increase is primarily attributable to the issuance of stock upon the completion of the merger with TWPG and the cumulative impact of the previously announced modification of the deferred compensation plan of $73.9 million after-tax, offset by the repurchase of $91.8 million, or 3.0 million shares(5), of the company's common stock pursuant to existing Board repurchase authorizations during the year ended December 31, 2010. Book value per share was $24.32(5) at March 31, 2011.

As of March 31, 2011, the company reported total securities owned and investments at fair value of $1.9 billion, which included securities categorized as Level 3 of $158.1 million. The company's Level 3 assets include auction rate securities with a fair value of $92.0 million as of March 31, 2011.

Non-GAAP Financial Measures

The company utilized non-GAAP calculations of presented net revenues, compensation and benefits, non-compensation operating expenses, income before income taxes, provision for income taxes, net income, compensation and non-compensation operating expense ratios, pre-tax margin and diluted earnings per share as an additional measure to aid in understanding and analyzing the company's financial results for the three months ended March 31, 2011. Specifically, the company believes that the non-GAAP measures provide useful information by excluding certain items that may not be indicative of the company's core operating results and business outlook. The company believes that these non-GAAP measures will allow for a better evaluation of the operating performance of the business and facilitate a meaningful comparison of the company's results in the current period to those in prior periods and future periods. Reference to these non-GAAP measures should not be considered as a substitute for results that are presented in a manner consistent with GAAP. These non-GAAP measures are provided to enhance investors' overall understanding of the company's current financial performance. These non-GAAP amounts exclude compensation expense for the acceleration of deferred compensation as a result of the modification of the company's deferred compensation plan and certain compensation and non-compensation operating expenses associated with the merger of TWPG.

A limitation of utilizing these non-GAAP measures of net revenues, compensation and benefits, non-compensation operating expenses, income before income taxes, provision for income taxes, net income, compensation and non-compensation operating expenses ratios, pre-tax margin and diluted earnings per share is that the GAAP accounting effects of these merger-related charges do in fact reflect the underlying financial results of the company's business and these effects should not be ignored in evaluating and analyzing its financial results. Therefore, the company believes that GAAP measures of net revenues, compensation and benefits, non-compensation operating expenses, income before income taxes, provision for income taxes, net income, compensation and non-compensation operating expense ratios, pre-tax margin and diluted earnings per share and the same respective non-GAAP measures of the company's financial performance should be considered together.

The following table provides details with respect to reconciling net revenues, compensation and benefits, non-compensation operating expenses, income before income taxes, provision for income taxes, net income, compensation and benefits and non-compensation operating expense ratios, pre-tax margin and diluted earnings per share on a GAAP basis for the three months ended March 31, 2011 to the aforementioned expenses on a non-GAAP basis for the same periods.



          Reconciliation of GAAP to Non-GAAP Earnings (Unaudited)
                 (in thousands, except per share amounts)

                                             Three Months Ended March 31,
                                                         2011
                                           -------------------------------
                                                       Merger-
                                             GAAP      related   Non-GAAP
                                           ---------  ---------  ---------

Net revenues                               $ 366,613  $       6  $ 366,619

Non-interest expenses:
   Compensation and benefits                 231,166        244    231,410
   Non-compensation operating expenses        84,763     (2,705)    82,058
                                           ---------  ---------  ---------
     Total non-interest expenses             315,929     (2,461)   313,468
                                           ---------  ---------  ---------
Income before income taxes                    50,684      2,467     53,151
   Provision for income taxes                 19,286        939     20,225
                                           ---------  ---------  ---------
Net income                                 $  31,398  $   1,528  $  32,926
                                           =========  =========  =========

Earnings per share: (6)
   Basic                                   $    0.60             $    0.63
   Diluted                                 $    0.50             $    0.52

As a percentage of net revenues:
   Compensation and benefits                    63.1%                 63.1%
   Non-compensation operating expenses          23.1%                 22.4%
   Income before income taxes                   13.8%                 14.5%




          Reconciliation of GAAP to Non-GAAP Earnings (Unaudited)
                 (in thousands, except per share amounts)

                                           Three Months Ended December 31,
                                                         2010
                                           -------------------------------
                                                        Merger-
                                             GAAP       related  Non-GAAP
                                           ---------  ---------- ---------
Net revenues                               $ 401,599  $    1,188 $ 402,787

Non-interest expenses:
   Compensation and benefits                 237,117         242   237,359
   Non-compensation operating expenses        97,665      (8,616)   89,049
                                           ---------  ---------- ---------
     Total non-interest expenses             334,782      (8,374)  326,408
                                           ---------  ---------- ---------
Income before income taxes                    66,817       9,562    76,379
   Provision for income taxes                 25,423       3,638    29,061
                                           ---------  ---------- ---------
Net income                                 $  41,394  $    5,924 $  47,318
                                           =========  ========== =========

Earnings per share: (6)
   Basic                                   $    0.81             $    0.92
   Diluted                                 $    0.65             $    0.74

As a percentage of net revenues:
   Compensation and benefits                    59.0%                 58.9%
   Non-compensation operating expenses          24.4%                 22.1%
   Income before income taxes                   16.6%                 19.0%

Conference Call Information

Stifel Financial Corp. will host its first quarter 2011 financial results conference call on Monday, May 9, 2011, at 5:00 p.m. Eastern time. The conference call may include forward-looking statements.

All interested parties are invited to listen to the company's Chairman, President, and CEO, Ronald J. Kruszewski, by dialing (888) 676-3684 and referencing conference ID #64539817. A live audio webcast of the call, as well as a presentation highlighting the company's results, will be available through the company's web site, www.stifel.com. For those who cannot listen to the live broadcast, a replay of the broadcast will be available through the above-referenced web site beginning approximately one hour following the completion of the call.

Company Information

Stifel Financial Corp. (NYSE: SF) is a financial services holding company headquartered in St. Louis, Missouri that conducts its banking, securities, and financial services business through several wholly owned subsidiaries. Stifel clients are primarily served in the U.S. through 312 offices in 44 states, and the District of Columbia through Stifel, Nicolaus & Company, Incorporated and Thomas Weisel Partners LLC, and in Canada through Stifel Nicolaus Canada Inc. Clients in the United Kingdom and Europe are served through offices of Stifel Nicolaus Limited and Stifel Nicolaus Europe Limited (formerly Thomas Weisel Partners International Limited). Each of the broker-dealer affiliates provide securities brokerage, investment banking, trading, investment advisory, and related financial services to individual investors, professional money managers, businesses, and municipalities. Stifel Bank & Trust offers a full range of consumer and commercial lending solutions. To learn more about Stifel, please visit the company's web site at www.stifel.com.

Forward-Looking Statements

This earnings release contains certain statements that may be deemed to be "forward-looking statements" within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934. All statements in this earnings release not dealing with historical results are forward-looking and are based on various assumptions. The forward-looking statements in this earnings release are subject to risks and uncertainties that could cause actual results to differ materially from those expressed in or implied by the statements. Factors that may cause actual results to differ materially from those contemplated by such forward-looking statements include, among other things, the following possibilities: the ability to successfully integrate acquired companies or the branch offices and financial advisors; a material adverse change in financial condition; the risk of borrower, depositor, and other customer attrition; a change in general business and economic conditions; changes in the interest rate environment, deposit flows, loan demand, real estate values, and competition; changes in accounting principles, policies, or guidelines; changes in legislation and regulation; other economic, competitive, governmental, regulatory, geopolitical, and technological factors affecting the companies' operations, pricing, and services; and other risk factors referred to from time to time in filings made by Stifel Financial Corp. with the Securities and Exchange Commission. Forward-looking statements speak only as to the date they are made. Stifel Financial Corp. disclaims any intent or obligation to update forward-looking statements to reflect circumstances or events that occur after the date the forward-looking statements are made.

                          Stifel Financial Corp.
                Summary Results of Operations (Unaudited)
                 (in thousands, except per share amounts)

                                For the
                           Three Months Ended
                          -------------------
                          3/31/11   3/31/10   % Change  12/31/10  % Change
                          --------- --------- --------  --------- --------
Revenues:
   Commissions            $ 155,786 $ 105,035     48.3  $ 139,605     11.6
   Principal transactions    92,859   117,420    (20.9)    89,996      3.2
   Asset management and
    service fees             57,680    41,103     40.3     57,042      1.1
   Investment banking        41,418    34,221     21.0     90,975    (54.5)
   Other income               6,256     1,945    221.6     10,497    (40.4)
                          --------- --------- --------  --------- --------
     Operating revenues     353,999   299,724     18.1    388,115     (8.8)
   Interest revenue          18,856    14,647     28.7     18,307      3.0
                          --------- --------- --------  --------- --------
     Total revenues         372,855   314,371     18.6    406,422     (8.3)
   Interest expense           6,242     2,341    166.6      4,823     29.4
                          --------- --------- --------  --------- --------
     Net revenues           366,613   312,030     17.5    401,599     (8.7)
                          --------- --------- --------  --------- --------
Non-interest expenses:
   Compensation and
    benefits                231,166   206,242     12.1    237,117     (2.5)
   Occupancy and
    equipment rental         29,325    24,858     18.0     34,730    (15.6)
   Communications and
    office supplies          18,845    14,418     30.7     19,709     (4.4)
   Commission and floor
    brokerage                 6,649     5,744     15.8      7,313     (9.1)
   Other operating
    expenses                 29,944    21,203     41.2     35,913    (16.6)
                          --------- --------- --------  --------- --------
     Total non-interest
      expenses              315,929   272,465     16.0    334,782     (5.6)

Income before income
 taxes                       50,684    39,565     28.1     66,817    (24.1)
   Provision for income
    taxes                    19,286    15,825     21.9     25,423    (24.1)
                          --------- --------- --------  --------- --------
Net income                $  31,398 $  23,740     32.3  $  41,394    (24.1)
                          ========= ========= ========  ========= ========

Earnings per share: (7)
   Basic                  $    0.60 $    0.52     15.4  $    0.81    (25.9)
   Diluted                $    0.50 $    0.45     11.1  $    0.65    (23.1)

Weighted average number
 of common shares
 outstanding: (7)
   Basic                     52,534    46,080     14.0     51,268      2.5
   Diluted                   63,179    52,537     20.3     63,700     (0.8)




                          Stifel Financial Corp.
      (in thousands, except per share, employee and location amounts)

                                                 %                    %
                        3/31/11      3/31/10   Change    12/31/10   Change
                      ------------ ----------- ------- ------------ ------
Statistical
 Information:
   Book value per
    share (7)         $      24.32 $     19.67    23.6 $      24.42   (0.4)
   Financial advisors
    (8)                      1,947       1,900     2.5        1,935    0.6
   Full-time
    associates               4,916       4,518     8.8        4,906    0.2
   Locations                   311         294     5.8          312   (0.3)
   Total client
    assets            $115,284,000 $95,319,000    20.9 $110,593,000    4.2






    Global Wealth Management Summary Results of Operations (Unaudited)
                              (in thousands)

                                   For the Three Months Ended
                     -----------------------------------------------------
                      3/31/11    3/31/10   % Change   12/31/10   % Change
                     ---------  ---------  ---------- ---------  ---------
Revenues:
   Commissions       $ 101,762  $  79,587        27.9 $  92,558        9.9
   Principal
    transactions        56,163     59,871        (6.2)   58,520       (4.0)
   Asset management
    and service fees    57,530     40,894        40.7    56,953        1.0
   Net interest         11,169     11,034         1.2    10,277        8.7
   Investment
    banking              6,312      5,302        19.0     5,015       25.9
   Other income          5,510      2,733       101.6    13,101      (57.9)
                     ---------  ---------  ---------- ---------  ---------
     Net revenues      238,446    199,421        19.6   236,424        0.9
                     ---------  ---------  ---------- ---------  ---------
Non-interest
 expenses:
   Compensation and
    benefits           142,586    124,738        14.3   136,009        4.8
   Non-compensation
    operating
    expenses            34,388     35,525        (3.2)   37,698       (8.8)
                     ---------  ---------  ---------- ---------  ---------
     Total
      non-interest
      expenses         176,974    160,263        10.4   173,707        1.9
                     ---------  ---------  ---------- ---------  ---------
   Income before
    income taxes     $  61,472  $  39,158        57.0 $  62,717       (2.0)
                     =========  =========  ========== =========  =========

As a percentage of
 net revenues:
   Compensation and
    benefits              59.8%      62.6%                 57.5%
   Non-compensation
    operating
    expenses              14.4%      17.8%                 16.0%
   Income before
    income taxes          25.8%      19.6%                 26.5%






                      Stifel Bank & Trust (Unaudited)
                              (in thousands)

                  3/31/11     3/31/10    % Change    12/31/10    % Change
                ----------  ----------  ----------  ----------  ----------
Other
 information:
   Assets       $1,787,531  $1,115,329        60.3  $1,773,720         0.8
   Investment
    securities   1,190,776     549,121       116.9   1,012,714        17.6
   Retained
    loans, net     396,244     341,718        16.0     388,265         2.1
   Loans held
    for sale,
    net             30,866      72,179       (57.2)     86,344       (64.3)
   Deposits      1,625,890     988,263        64.5   1,623,568         0.1

  Allowance as a
   percentage of
   loans (1)          0.63%       0.47%                   0.60%
  Non-performing
   assets as a
   percentage
   of total
   assets             0.12%       0.10%                   0.18%





      Institutional Group Summary Results of Operations (Unaudited)
                              (in thousands)

                                     For the Three Months Ended
                          ------------------------------------------------
                          3/31/11   3/31/10   % Change  12/31/10  % Change
                          --------  --------  --------- --------  --------
Revenues:
   Commissions            $ 54,025  $ 25,448      112.3 $ 47,047      14.8
   Principal transactions   36,696    57,549      (36.2)  35,564       3.2

   Capital raising          26,046    20,004       30.2   40,674     (36.0)
   Advisory fees             9,060     8,914        1.6   40,909     (77.9)
                          --------  --------  --------- --------  --------
   Investment banking       35,106    28,918       21.4   81,583     (57.0)
   Other income (10)         1,167     1,377      (15.3)   1,708     (31.7)
                          --------  --------  --------- --------  --------
   Net revenues            126,994   113,292       12.1  165,902     (23.5)
                          --------  --------  --------- --------  --------
Non-interest expenses:
   Compensation and
    benefits                77,187    66,304       16.4   94,300     (18.1)
   Non-compensation
    operating expenses      28,414    19,532       45.5   27,946       1.7
                          --------  --------  --------- --------  --------
     Total non-interest
      expenses             105,601    85,836       23.0  122,246     (13.6)
                          --------  --------  --------- --------  --------
   Income before income
    taxes                 $ 21,393  $ 27,456      (22.1)$ 43,656     (51.0)
                          ========  ========  ========= ========  ========

As a percentage of net
 revenues:
   Compensation and
    benefits                  60.8%     58.5%               56.8%
   Non-compensation
    operating expenses        22.4%     17.3%               16.9%
   Income before income
    taxes                     16.8%     24.2%               26.3%





Institutional Group Institutional Brokerage & Investment Banking Revenues
                                (Unaudited)
                              (in thousands)

                                   For the Three Months Ended
                     -----------------------------------------------------
                      3/31/11    3/31/10   % Change    12/31/10  % Change
                     ---------- ---------- ---------  ---------- ---------

Institutional
 brokerage:
   Equity            $   52,398 $   38,651      35.6  $   46,521      12.6
   Fixed Income          38,323     44,346     (13.6)     36,090       6.2
                     ---------- ---------- ---------  ---------- ---------
Institutional
 brokerage               90,721     82,997       9.3      82,611       9.8
                     ---------- ---------- ---------  ---------- ---------

Investment banking:
  Capital raising:
    Equity               23,005     14,088      63.3      34,458     (33.3)
    Fixed Income          3,041      5,916     (48.6)      6,216     (51.1)
                     ---------- ---------- ---------  ---------- ---------
      Capital
       raising           26,046     20,004      30.2      40,674     (36.0)
  Advisory fees:
    Equity                8,387      8,485      (1.2)     38,119     (78.0)
    Fixed Income            673        429      56.9       2,790     (75.9)
                     ---------- ---------- ---------  ---------- ---------
      Advisory fees       9,060      8,914       1.6      40,909     (77.9)
                     ---------- ---------- ---------  ---------- ---------
Investment banking   $   35,106 $   28,918      21.4  $   81,583     (57.0)
                     ---------- ---------- ---------  ---------- ---------




(1)  A reconciliation of the company's GAAP results to these non-GAAP
     measures is discussed below under "Non-GAAP Financial Measures."

(2)  All per share information has been retroactively adjusted to reflect
     the April 2011 three-for-two stock split.

(3)  The results for the three months ended March 31, 2011 and
     December 31, 2010 are Non-GAAP measures. A reconciliation of the
     company's GAAP results to these non-GAAP measures is discussed below
     under "Non-GAAP Financial Measures."

(4)  The results for the three months ended March 31, 2011 and
     December 31, 2010 are Non-GAAP measures. A reconciliation of the
     company's GAAP results to these non-GAAP measures is discussed below
     under "Non-GAAP Financial Measures."

(5)  All share and per share information has been retroactively adjusted to
     reflect the April 2011 three-for-two stock split.

(6)  All per share information has been retroactively adjusted to reflect
     the April 2011 three-for-two stock split.

(7)  All per share information has been retroactively adjusted to reflect
     the April 2011 three-for-two stock split.

(8)  Includes 160, 168 and 160 independent contractors at March 31, 2011
     and 2010 and December 31, 2010, respectively.

(9)  Excluding acquired loans of $146.4 million, $177.5 million and
     $155.7 million, the allowance as a percentage of gross loans totaled
     1.0%, 0.94% and 0.99% as of March 31, 2011 and 2010 and
     December 31, 2010, respectively

(10) Includes net interest and other income.

Contact Information

  • Investor Relations Contact
    Sarah Anderson
    (415) 364-2500
    Email Contact