David Cassel (destiny@crl.com)
Sun, 20 Oct 1996 01:06:16 -0700 (PDT)
On May 8, AOL announced a joint venture with Mitsui & Co. Ltd. to create a service in Japan. Press accounts reported "the Mitsui-AOL venture expects to have more than 1 million subscriptions in Japan over the next two years". Let's see what they're up against. NiftyServe 1.83 million NEC Corp.'s Biglobe 1.77 million Asahi Net People 630,000 ASCIINET 120,000 Just-released figures for Japan show that in June there were a total of just 5.7 million people online. AOL apparently targeted one million subscribers because that was the number of subscribers on NiftyServe at the time--but since then, NiftyServe's number has actually risen to 1.8 million. Ironically, NiftyServe pays royalties to...CompuServe. High predictions aren't new. AOL is telling American reporters they'll reach 10 million subscribers by this summer. Since they only added 700,000 in the last six months, adding 4 million in the next 8 seems unlikely. When questioned about that in a conference call earlier this month, Steve Case explained how he thought AOL would reach that level: "word of mouth". More than 80% of Japan's subscribers come from small services with less than 10,000 subscribers each. The same is true in the U.S.--AOL is the largest online service, but millions use pure-internet accounts from small local ISPs (Boardwatch magazine lists over 2200). Just in Japan, there are 52 internet companies, with 300 more saying they'll start a service in the future. With even Prodigy and MSN offering flat-rate net access, there's now more pressure on AOL. One financial analyst told me businesses traditionally try to expand overseas when competition heats up in their own country. (When AOL announced the Japanese expansion, they also announced they were planning to expand into the questionably-lucrative India market.) But there's a problem even with that. All AOL's European services could cost 27.5 percent more in a few months due to a new tax being considered. AOL has alot at stake overseas. A Forbes article called "Subscribers Today, Cost Manana" noted that AOL has already borrowed against their future earnings. "There's no harm done so long as the number of loyal subscribers continues to climb. But...what hapens if subscribers last, on average, less than 24 months? Then America Online would have to write down the paper asset it calls 'deferred subscriber acquisition costs.'" (10/23/95) At the time, that number was $77 million. (The "deferred subscriber acquisition costs" in the last update.) As the problem worsened, Business Week wrote that "Case is running a high-wire act," saying AOL "needs to sell stock periodically to meet its bills." The whole setup depends on continuing rapid growth: A slowdown in subscriber sign-ups, a price war that drives down per-subscriber revenue or, worst of all, a loss of subscribers could spell real trouble... The article (4/15/96) goes on to point out that at the time, AOL was spending $93.00 to acquire each new subscriber--and their deficit had more than doubled, to $189 million. "That adds up to a huge gamble... If growth slows, those deferred costs could erase future earnings." Since then, the deficit has risen past $300 million, and the cost for each new subscriber is $224. Allan Sloan wrote in Newsweek (10/23/95) that AOL was "covering its cash deficit with money from stock sales", raising $100 million dollars in a stock offering they were too desperate to delay, even though the market was down. "If AOL can't sell stock, it's got big trouble." But the odds of a new stock-split are low. AOL's stock closed this week 3/4 a point above last week's close--which at the time was a one-year low. (Until the next day, when AOL went lower still.) One Usenet post summed up the situation: "AOL needs to come up with $300 million SOMEWHERE... Maybe that's why they're expanding into India..."