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Intelli-Check (IDN) Q2 2021 Earnings Call Transcript

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IDN earnings call for the period ending June 30, 2021.

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Intelli-Check (IDN -0.96%)
Q2 2021 Earnings Call
Aug 03, 2021, 4:30 p.m. ET

Contents:

  • Prepared Remarks
  • Questions and Answers
  • Call Participants

Prepared Remarks:


Operator

Greetings, and welcome to the Intellicheck Q2 2021 earnings conference call. [Operator instructions] As a reminder, this conference is being recorded. I would now like to turn the conference over to your host, Gar Jackson, investor relations. Please go ahead.

Gar Jackson -- Investor Relations

Thank you, operator. Good afternoon, and thank you for joining us today for the Intellicheck second-quarter 2021 earnings call. Before we get started, I will take a few minutes to read the forward-looking statement. Certain statements in this conference call constitute forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995 as amended.

When used in this conference call, words such as will, believe, expect, anticipate, encourage and similar expressions as they relate to the company or its management as well as assumptions made by and information currently available to the company's management, identify forward-looking statements within the meaning of the Private Securities Litigation Reform Act of 1995. These forward-looking statements are based on management's current expectations and beliefs about future events. As with any projection or forecast, they are inherently susceptible to uncertainty and changes in circumstances, and the company undertakes no obligation to and expressly disclaims any obligation to update or alter its forward-looking statements, whether resulting from such changes, new information, subsequent events or otherwise. Additional information concerning forward-looking statements is contained under the headings of Safe Harbor Statement and risk factors listed from time to time in the company's filings with the Securities and Exchange Commission.

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Statements made on today's call are as of today, August 3, 2021. Management will use the financial term adjusted EBITDA in today's call. Please refer to the company's press release issued this afternoon for further definition, reconciliation and context for the use of this term. We will begin today's call with Bryan Lewis, Intellicheck's chief executive officer; and then Bill White, Intellicheck's chief financial officer, who will discuss the Q2 financial results.

Following their prepared remarks, we will take questions from our analysts and institutional investors. Today's call will be limited to one hour, and I will now turn the call over to Bryan.

Bryan Lewis -- Chief Executive Officer

Thank you, Gar, and I welcome everyone to the 2021 second-quarter intellicheck earnings call. As you saw in the press release, it was a productive quarter driven by reopening and new client onboarding. Contributing to our progress are the steps we have taken toward increasing the size of the sales team, raising awareness of the company, thereby increasing inbound leads and the advancements we have achieved in rounding out the Intellicheck platform to provide many more risk insights to our clients. In addition, we are in the process of revamping our pricing model to increase prices upon renewals.

I will touch on these things during my prepared remarks, but first, I'll highlight some of the key financials from the press release. Total revenues for the quarter were just shy of $4.8 million. SaaS revenue was just over $3.2 million. That was a SaaS increase of 16% over Q1 and a 93% increase year over year.

We delivered half of the hardware order that we discussed on our last call for the teller workstations for Financial Services Company No. 3 during the second quarter. We had a net loss for the quarter of $738,000 and adjusted EBITDA of negative $46,000. The loss is primarily due to our investments in headcount for sales and development teams in addition to marketing spend to drive our growth initiatives.

Same-store volumes continue to improve, but while they are in the rise, they are still not up to pre-pandemic levels. As I said on the last call, in April we were down 10% to 15% from April of 2019, depending on the retailer. For the second quarter, that improved to down 10% overall for the full quarter versus 2019, with improvements each month. I am pleased to say that the digital side of our business continues to increase each month with an increase in digital transaction volumes of 484% over the past 12 months.

There's [inaudible] undercounting as some of our clients use our API for both physical and digital transactions and they look the same to us. So currently, on a conservative basis, digital transactions represent about 6% of all non-age regulated transactions. Turning to a few of the major financial services clients and what they added during the quarter, we're seeing continued growth in that partnerships. Financial services company No.

1 has an extensive client base of merchants they provide credit cards for. Many are small chains or single stores that sell expensive merchandise like jewelry. These are bank branded cards and the retailer is not the one on the hook to fraud. So our new integration solutions on a handheld device or a web portal is a perfect and economical way to stop the retailers fraud losses both quickly and efficiently.

This network has over 14,000 merchants nationwide, and we've begun joint marketing efforts with No. 1 to introduce our solution to each of these merchants. Financial services company No. 3 completed the rollout of Phase One for a national home improvement chain that is initially implementing us at the self-checkout point-of-sale system.

We are continuing to work to bring live the other POS systems, assisted checkout, customer service and commercial checkout. As mentioned, they also took delivery of the first half of the hardware order for the teller workstation scanners. You may recall that they put these scanners in place so that we can validate passports in addition to driver's licenses and state IDs. We anticipate that the second half of the order will be equally split between Q3 and Q4.

Installation is currently underway, and they anticipate a Q4 rollout. Financial services company No. 4 has completed the in-store rollout of the Midwest home improvement chain and is expecting to go live with the digital channel for that and two other retailers this quarter. We continue to find new use cases for authentication.

In order to prevent account takeover, if on the web or in their app and change PII or privacy settings, they will ask you to validate yourself. Financial services company No. 8, completed the rollout of our services into their online applications process and are continuing to build into our mobile app with expected delivery in early Q4. Outside of our core financial institutions, we brought a Baltimore-based credit union live in June.

They wanted to stop fraud immediately, so they're using two of our new integration products to validate IDs for new account openings and all new loan applications. They are now looking at our APIs to work on integration to their core teller system to use our platform to all teller line transactions. We are also pleased with the execution of another element of our strategic plan. We signed deals with several interesting software providers to enable them to use our technology inside their applications as resellers.

The first is a provider of loan origination and servicing software. They have already identified their first client and are expecting to take them live near the end of the quarter. The second provides software to help customers apply for credit online or at in-store kiosks for multiple credit providers. Development is ongoing with this reseller.

While I'm not certain of the transaction volumes, either of these resellers may deliver. It shows that we are making good on our plan to extend the reach of the sales force through channel partners. As you can see, we've been pretty busy, and we believe we will continue this pace. Our optimism is based on what I touched on earlier, our commitment to take the critical steps that are key to continuing this trajectory.

Our investment in the sales team is paying off, and we continue to expand the team with the addition of another senior salesperson during the quarter with more hiring in the pipeline. As they have said before, given the amount of opportunities we see, we will continue to hire salespeople as fast as Bruce feels he can effectively train them. Given what I'm seeing from the growth of a very realistic pipeline, the hiring is working, and I won't boost [inaudible] to keep it up. Marketing is also having an impact on a number of qualified sales leads that have increased six-fold over Q1.

While many of these leads are in the age-regulated space, the rest shows that the awareness of Intellicheck was increasing and some of them potentially large clients as well as significant channel partners. The nice thing about the age regulated clients is they are quick to close and are highly profitable, especially under our new pricing model. In the age-related space, it accounts for approximately 6% of our SaaS revenue. Under the new cost model we are earning an average five times as much.

So I like this type of client with a low cost of acquisition. I would say that it is impressive as the marketing initiative has been so far, we believe it is only in second gear. I mentioned the new pricing model, and we view this as another important element in our continued success. Clients generally have an idea of how many transactions they will do in a year or they certainly do at renewal time.

For new contracts and renewals, clients commit to a set number of transactions per year. The more they commit to the lower the cost, the farther in advance they prepay will also lower their cost per transaction. If they [inaudible] all the transactions and run out, they can continue to pay at the higher price and commit to a new contract at a higher transaction volume. This has been well received by our clients even as we raise these at renewal.

So far all renewals have been at higher rates, which again, we believe shows the value our clients place and the certainty our platform provides. We continue to expand the capabilities of our platform. This allows us to expand into the much larger identity market to provide KYC tools to financial services and Fintechs. We are working to bundle the products to help the growing number of fintech companies, several who are our clients perform their KYC functions more easily and quickly.

We are improving our internal technology so that we can be agnostic when it comes to the services that our clients want us to bundle for them. We plan on working with multiple partners for different services that our clients can take the service they think is best, knowing that they are starting with ID validation tools, which provide the most certainty. We continue to build on our channel partner strategy, including discussions with companies that are often considered competitors, but actually do things entirely differently than we do. We feel we can become the best first step for their clients as well.

I was recently speaking with a market research analyst, and he said something that really put it in context for me. He said, in speaking with a bank client [inaudible] the client told him that OCR was 60% effective and followed up with. With that I might as well flip a coin. Through our investment in sales and marketing, people are beginning to understand we are different and that we bring certainty to the transaction as opposed to a point task.

We believe that our investment in expanding the platform will help us bring that certainty to more markets. I'm excited for Intellicheck's future. With that, I will turn it over to Bill to discuss the financials in more detail.

Bill White -- Chief Financial Officer

Thank you, Bryan, and a good day to our shareholders, guests and listeners. I'd like to discuss some of the financial information that was contained in our press release for the second quarter ending June 30, 2021. I'll begin with our second quarter results. Quarter-over-quarter SaaS revenue grew 93% to $3,234,000 versus $1,671,000 in the prior year.

Total revenue for the second quarter ended June 2021 increased 160% to $4,797,000 compared to $1,842,000 in the prior year comparable period. Gross profit as a percentage of revenue was 69.4% for the quarter ended June 30, 2021, compared to 88.6% for the quarter ended June 30, 2020. During the quarter, we sold scanning equipment to a bank that is continuing to roll out our software to their bank branches, which are normally sold at lower margins. Excluding the sales of hardware in both periods on a pro forma basis, gross profit as a percentage of revenue was 93.3% for the quarter ended June 30, '21 as compared to 89.8% for the quarter ended June 30, 2020.

Operating expenses consist of selling, G&A and research and development expenses increased by 69% or $1,665,000 to $4,067,000 for the quarter ended June 30, 2021, versus $2,402,000 for the same quarter in 2020. The increase is primarily due to higher stock-based compensation costs, increased headcount and expanded research and development efforts. The company posted a net loss of $738,000 for the three months ended June 30, 2021, compared to a net loss of $760,000 for the quarter ended June 30, 2020. The net loss per diluted share was $0.04 versus a net loss per diluted share of $0.05 in the prior year period.

Adjusted EBITDA for the quarter ended June 30, 2021, was negative $46,000 compared to a negative EBITDA of $619,000 in the June 30, 2020, quarter. Interest and other income were negligible for the quarter ended June 30, 2021, and 2020. I'd now like to focus on the company's liquidity and capital resources. As of June 30, 2021, the company had net cash of $11.9 million, working capital, defined as current assets minus current liabilities of $13.3 million, total assets of $25.4 million and stockholders' equity of $22.1 million.

During the six months ended June 30, 2021, the company used net cash of $1.2 million compared to net cash provided of $11.2 million during the six-month period, June 30, 2020. Net cash used in operating activities was $1,076,000 for the six-month period ended June 30, 2021, compared to $262,000 for the same period in 2020. Net cash used in investing activities was $182,000 for the six months of 2021 compared to net cash used of $110,000 for the six month period ending June 30, 2020. And we generated $77,000 from financing activities for the six months period ended June 30, 2021 compared to $11.6 million for the same period in 2020.

The company has a $2 million revolving credit facility with Citibank that is secured by collateral accounts. There are no amounts outstanding under this facility. We currently anticipate that our available cash as well as expected cash from operations will be sufficient to meet our anticipated working capital and capital expenditure requirements for at least the next 12 months. As of December 31, 2020, the company had net operating loss carry forwards of $17 million.

I'll now turn the call over to the operator to take your questions. Operator?

Questions & Answers:


Operator

[Operator Instructions] Your first question comes from Mike Grondahl with Northland Securities. Please state your question.

Mike Grondahl -- Northland Securities -- Analyst

Hello, Bryan and Bill, congrats on the quarter. And especially the 93% SaaS growth year over year, is there any way you can at least roughly break that down between maybe new accounts, existing accounts and price increases, just to kind of give us a flavor of the drivers?

Bryan Lewis -- Chief Executive Officer

I'm going to say the majority is going to be from new usage at existing and adding in new clients because our larger contracts are coming up for renewal now. The two main ones with No. 4 and No. 3 are now and at the end of the year.

I'd say that a small, but significant portion, I guess, as a percentage of what it was in the age-restricted space, but it's still a small portion of the revenues. So I'm going to say that most of it, a good chunk of it are the firms that we have brought on over the course of the pandemic that weren't really producing at the level of the normal world. And then the rest is going to be new clients. But off the top of my head, I don't have the specific breakdown of that.

Mike Grondahl -- Northland Securities -- Analyst

And implementations, did they bounce back in 2Q? And kind of what does the backlog look like for new implementations?

Bryan Lewis -- Chief Executive Officer

So Bill, you just looked up those numbers since we were just talking about it right before the call.

Bill White -- Chief Financial Officer

Yes. Implementations that are completed through the end of July were 19. And there's about 40 in backlog.

Mike Grondahl -- Northland Securities -- Analyst

And Bill, would you expect those 40 to get implemented this year still?

Bill White -- Chief Financial Officer

We're hoping. Some of the holdup would be on the customer side, Mike, and how fast they can move from an IT perspective, but we're moving in that direction. We're doing everything we can to get it implemented.

Bryan Lewis -- Chief Executive Officer

Right. And some of them are retailers and other things like that. So then they've got to get out and get it to their clients and things. But generally, again, retailers, they'll tend to lock down anything in Q4 in terms of touching their point-of-sale system.

They don't go much past mid-October. But the good thing is in the sort of the expanded role we're selling to and particularly with retailers and then also banks doing it for their own sort of teller workstations and other things. They don't have the same restrictions or fears about touching their point-of-sale system during the holiday season.

Mike Grondahl -- Northland Securities -- Analyst

Got it. Great. Well, nice to see the SaaS growth again. Thanks guys.

Bryan Lewis -- Chief Executive Officer

Thank you.

Operator

Your next question is from Jeff Van Rhee with Craig-Hallum.

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

Great. Thanks for taking my questions guys. Just a couple for me. On the pipeline question, I might have missed it or the comment in the prepared script.

I think you said leads were up six times and you were commenting a little bit on the pipeline. Just to be clear, was that the quantity of leads or the overall value of the leads? And then just maybe a little more while you're on pipeline, talk about exactly sort of how the makeup of that pipeline is morphing here?

Bryan Lewis -- Chief Executive Officer

Yes. So that was overall leads coming in, so SQL. And to be clear, just if it wasn't, the majority of them are coming from age-restricted product sales, which we have dramatically increased the pricing of. And we find that very, very profitable business because the transaction costs are pretty high.

And I like it because it's a quick business, turns over, cost of sale isn't that expensive. We did also, and what I'm happy to see is we're seeing a lot more potential resellers and large clients finding us. And in the past, they couldn't. So there are some very interesting prospects we're talking to right now to put our product in their stuff for either age verification or -- and KYC stuff for loan origination and those types of things.

So predominantly lower revenue, but quick sales and then some really good large ones. So I'd say the marketing is working.

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

And then on the leadership front, obviously, you added Garrett and Bruce and you've been broadening things out. But specifically with Bruce, since his arrival, maybe spend a minute on the sales front. Just where are you in terms of headcount additions? I think you referenced one additional in the quarter, but just goals for the end of the year and maybe a little more color about what's changing the sales work, sales structure?

Bryan Lewis -- Chief Executive Officer

Yes. So we're up to 10 people in the sales organization. I think that there are a number of things that have changed. We've got proper CRM in.

I think Bruce is doing a great job of training the people. He brought a lot of identity knowledge to the table. One of the other things about the pandemic is it's easy for us to now hire anywhere. We are in a great spot, but where we're at made it difficult to hire people, now we're getting talent from anywhere.

And I think the big change is probably Bruce's management and training style, got a super motivated team. The compensation plan, if they bring in the revenue, we expect them to, given the margins that we have, that can be very well compensated for it. So we've got a really good, competitive, hungry team out there with what I think is really good sales leadership.

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

And one last for me, if I could then on the distribution front, I think you talked about partnerships and some new avenues that you're going down. Are there any explicit goals you've established in terms of what you want in these partnerships or new partnerships to represent as a percent of revenue? Or just give us a sense of the magnitude of what you're working on there?

Bryan Lewis -- Chief Executive Officer

Well, I think that it could represent a significant portion of revenue. You look at a lot of our OCR competition, a lot of them are basically Intel Inside. And we can and should be doing the same thing. I think it's a wonderful way to expand the sales force because there are a lot of products out there that have authentication tools built into them.

We never spent a lot of time talking to those folks because nobody has ever heard of us. But now that we're being mentioned more in trade research journals and some of the papers put out by the likes of [inaudible] and Gartner and Javelin and other things, we're getting to be known. And as soon as we get talking to somebody, and we talk about certainty, we talk about the fact that we're way better than a coin flip, they begin to get why we're different and know they need to take a look at us. So given how accurate we are and how much easy we are for the end consumer because you don't have to take a photo of the shiny license to make it work, these resellers seem rather interested in it.

So Bruce's team is they've got -- they all have hard targets on particular resellers we want them going after, and we're going to be monitored very carefully on how well we're reaching those goals. But I do think it could become a significant portion of revenue. And if you think about it, in effect, the banks are resellers. So because they're the ones really selling the retailers, so we know the model works.

We just need to expand the resellers that we're talking to.

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

Yes, it's definitely worked. Bill, one last one on the model. Just on expense growth. I think you had talked about 25% to 30%.

Just any updates there on how to think about expense growth?

Bill White -- Chief Financial Officer

Yes. I think it was 25% to 35%. And obviously, we're outpacing that. I think if we're modeling out through the end of the year, taking a $4 million to $4.5 million a quarter opex probably more accurate.

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

OK fair enough guys. Thank you.

Operator

Your next question is from Scott Buck with B. Riley. Please state your question.

Scott Buck -- B. Riley FBR Inc. -- Analyst

Good afternoon guys. On the gross margin on the SaaS at 93.3%, Bryan, how much of that is maybe some of those pricing changes that you guys have implemented versus just higher volumes in the quarter, obviously, versus a year ago?

Bryan Lewis -- Chief Executive Officer

I think the majority right now would be the volumes.

Scott Buck -- B. Riley FBR Inc. -- Analyst

And then I'm curious with some of the new hires you've made on the sales side, what's kind of the typical ramp-up period for those folks to really get their feet under them and start to make a meaningful contribution?

Bryan Lewis -- Chief Executive Officer

I think a good salesperson is going to get a little bit of luck and a little bit of skill over time. We've had some of our new people have already closed some smaller deals. The bigger deals take a little bit more time and to really fully understand it, I would say, three to four months, if you're not seeing productivity out of a salesperson, then maybe they're not right for the fit for that particular type of sale. So I think that's pretty much what we're kind of looking at.

But so far, I would say that they are all coming up to speed a lot quicker than I anticipated. They really spent a lot of time working with each other to bring each other up to speed. So it's a really, really tight team that knows they all succeed and they succeed. So the health is the main thing that you're giving the child.

Scott Buck -- B. Riley FBR Inc. -- Analyst

And last one for me. You guys talked a little bit about increasing investment on the R&D side. Is there anything that you could be doing inorganically, make sense to go out and acquire the technology rather than try to build it yourself?

Bryan Lewis -- Chief Executive Officer

Well, for a lot of things we do. I'm not a fan of reinventing the wheel. But part of what we're doing is a lot of it are sort of redoing the backend, if you will. So it's easier for us to plug and play with maybe other providers of services that people want us to bundle in.

And then on the other side, make it easier for our clients to plug and playing to us and pick which one of those service providers they want so that they can build in their mind best-of-breed authentication service. So it's really a lot of retooling, where it looks like something that it's going to be just a project with the beginning and middle and an end. We're certainly using outsource for that, so that when that project is done, we don't have a headcount that was better used one-off. So we're being pretty smart about how we do it.

And again, if it's something we can get or buy, we do it. It's the same way that I said this for a long time, the whole patient recognition world first thought, OK, we need to build that. And then there are so many of them selling it, why bother. It's better to do that through partnerships.

And that's how we look at everything in the whole development stock [inaudible].

Scott Buck -- B. Riley FBR Inc. -- Analyst

Great. Makes sense guys. I appreciate the time. Thank you.

Operator

Your next question comes from Rudy Kessinger with D.A. Davidson. Please state your question.

Rudy Kessinger -- D.A. Davidson -- Analyst

Hey guys. Thanks for taking my questions. I want to circle back to the pricing. I think you had said with the age-restricted stuff, the new pricing model.

I think you said it was a five-fold increase. Correct me if I'm wrong there. But with respect to financial services customers three and four, I think you said one of them is coming up, I think, this quarter, the other one end of the year. Just can you help us put any bounds around the kind of expected price increase you see with those two?

Bryan Lewis -- Chief Executive Officer

We haven't begun really on four. So I can't tell you that. I mean, and I will say that everything is going up. And look, No.

3, we're down now to just some minor legal mix is the way I would look at it. But they're prepared to sign a multiyear deal, three-year deal, guaranteeing a significant amount of transactions a year and prepaying for that full year. And then they also are anticipating that probably their volumes would go up. So that's that whole model of prepay, commit, and we're still getting price increases.

And they're going to vary across the board given where they started. And again, the older the contract, in my opinion, the less value we were getting for some of these much older contracts, were at rates, I wouldn't even thought of signing deals. And over time, we've been increasing it. So the later the contract is signed, we're more close to what I'd say, real market pricing it is.

So it's the much older contracts where we're going to see probably significant increases in pricing.

Rudy Kessinger -- D.A. Davidson -- Analyst

And then last quarter, you talked about the 25 NDAs you had signed through the end of April. I'm curious if that's -- are you able to share how many NDAs you signed this quarter. And then on those 25 you signed, what's the typical duration from NDA signing to contract signing? And obviously they aren't all going to go through. And then maybe is there anything you can share of how many of those have actually turned into signed contracts to date.

Bryan Lewis -- Chief Executive Officer

I'd say that a lot of the ones that were for some of it is like the resellers that I talked about, those are examples. There are some that we're in contract negotiation with now. I don't know of the single one that has said, no, it's not working out. Some of them might be timing issues of when we can get around to maybe doing some development, we need to connect to them.

All of them, I think, are still active or closed or in contract negotiation. And Bill, you probably have an idea of how many we signed this quarter because I know you're busy, busy doing it.

Bill White -- Chief Financial Officer

Yes, actually we signed 22 in July alone, Bryan?

Bryan Lewis -- Chief Executive Officer

Yes.

Rudy Kessinger -- D.A. Davidson -- Analyst

And then just lastly, certainly, the partner resellers, it sounds like you're making decent early progress there. I'm curious with some of these companies who people would traditionally think about as competitors. Have you seen any awareness from them or maybe any changes in behavior? I guess, maybe one of two aspects, either and then being more open to potentially partner with you guys in the awareness front or maybe them seeing you as more of a competitor than they have in the past and maybe changing their stance or trying to change how they're doing things.

Bryan Lewis -- Chief Executive Officer

I'd say, at this point in time, it's more how do we partner. They understand we do something very, very different that could be beneficial to their clients. So we haven't seen any that has become more competitive. Because again, it's to consider them competitors, we do something so different.

At the end, we're all trying to figure out, is the person really real. But we just go about it in such a completely different manner that it's hard to say that its competition.

Rudy Kessinger -- D.A. Davidson -- Analyst

Got it. It was very helpful. That's it for me. Thanks.

Operator

Your next question comes from Roger Liddell with Clear Harbor Asset Management. Please state your question.

Roger Liddell -- Clear Harbor Asset Management -- Analyst

Thank you. Bryan and Bill, good afternoon. Great report. Thank you.

I wanted to get a little texture on the age-restricted products. Is the acceleration you're seeing here a function of cannabis? And if so, hold our hands a little bit on the sustainability of that or maybe it's ready to blow right through the ceiling? Or are we really speaking of the tobacco and alcohol, the conventional stuff?

Bryan Lewis -- Chief Executive Officer

I'd say right now, the majority of it is alcohol. So alcohol, alcohol delivery, we certainly see cannabis business. We've got a pretty good business already. I think the better way for us to get into cannabis is some of the resellers and partners that we're talking to are providers of the inventory and point-of-sale systems for cannabis stores.

But what we're seeing is there's certainly some interesting laws about advertising to cannabis, people and [inaudible]. You got to be careful of how you got about that on social media. So it's much easier for us to target the traditional alcohol and tobacco and tobaccos by far have been the largest amounts of need in the age-regulated space.

Roger Liddell -- Clear Harbor Asset Management -- Analyst

Is vaping significant in any way?

Bryan Lewis -- Chief Executive Officer

It was for a while pre-COVID when there was so much in the press about it, but it really has died down so much. I'm not quite sure that there's a lot of enforcement happening in that area. But there certainly is a lot of enforcement in the alcohol space. And one of our things is certainly having so many law enforcement agencies that use our product to go out and do enforcement.

They're probably some of our best salespeople because the first thing to borrow on our asset is like what are you using? And we know in some places, if it'll give them a warning, some of our law enforcement clients tell us they give them a warning if they put in our products because they may know that they're going to be actively checking and keeping kids out. So it's almost like an incentive for them to do it. So it's, I think, a combination of a lot of factors there, but certainly alcohol gets more enforcement, I think, than anything else.

Roger Liddell -- Clear Harbor Asset Management -- Analyst

Just a little clarification from Bill. You mentioned the 22 implementations you signed in July alone. Is that a spike? Or could this be a run rate indicator?

Bill White -- Chief Financial Officer

Those were NDAs, Roger. Fully executed NDAs.

Roger Liddell -- Clear Harbor Asset Management -- Analyst

Conversion rates from NDA, I think it's NDA, it's almost a one for one, but tell me.

Bill White -- Chief Financial Officer

I was just going to say, we had a high conversion rate, Roger. I don't know that we've ever said publicly what the percentage of conversion rate is. Bryan, have we?

Bryan Lewis -- Chief Executive Officer

No. I mean, it's a good thing. We can start tracking it and talking about it. But like I said, of any of the NDA so far that we've signed this year, I can't off the top of my head, maybe there's a couple where we just decided there wasn't a fit.

But off the top of my head, I can't recall anywhere they said, no, this doesn't work for us. Some has signed and some are in technical discussions because, OK, how do we now connect to you, those types of things. So I'm pleased with it for sure.

Roger Liddell -- Clear Harbor Asset Management -- Analyst

Final question and I hope you can give some texture because I think it's important for us to understand better. It's on the policies and practices of sharing the fraud losses or one side or the other being the bank holder fraud losses. Are the old practices of banks and financial service institutions continuing in this fraud challenged era? And what about incentives like if you install IDN's suite, then we will eat a proportionally the financial service, eat proportionately larger amount of the fraud losses and working the other way also.

Bryan Lewis -- Chief Executive Officer

Yes, I'd say it is, for the most part, still staying that kind of traditional model where the bank is the one that eats the fraud. But there's oftentimes a split maybe on account lookups or other things like that. So the retailer always has incentive to want to help with the fraud. And then the other thing, too, is even the retailers that eat none of it, a lot of them are very happy to do it because they know they're going to get more credit cards because it speeds the process up, it's seamless to the end user.

And again, they've told us multiple times that you shop about four times more often in a store where you've got a card with reward points and all that other stuff. So in talking to some of the retailers, they tell us that they have targets every year for the number of credit cards they want on board. So they like the speed and simplicity of our process for it. Now again, the smaller retailers, they're more at the mercy.

And that's why, No. 1, they'll let them get instant credit in the store, but it's a branded No. 1 card and the retailer eats all the loss. Now they started slowly introducing us to some of those clients, and they snap us up because you lose a couple of rollouts of the year.

A couple of things are going to happen. One, oftentimes, the bank will stop working with them because they don't want to be part of all that kind of fraud. And two, it adds up for that retailer. So they're happy to pay for our solution.

It's not high volume, but there's a lot of them to sell to. So I think you could add up very quickly. So then I'll also say a third point on that in terms of color, even though the banks eat the loss, we certainly know that No. 4, they've taken credit card programs away from other retail, I mean, other banks because they give them an incentive, they'll give them a better program rate because No.

4 knows that this is going to be a much more profitable account because the fraud goes away. So we've been on sales calls with them, is talking about how easy it is to implement and what they're going to do so that No. 4 gets the client. So I think some of the smarter guys are realizing that they can use fraud prevention as a sales tool to gain more progress.

Operator

Ladies and gentlemen, we have reached the end of the question-and-answer session. And I would now like to turn the call back to Mr. Bryan Lewis for closing remarks.

Bryan Lewis -- Chief Executive Officer

So I just want to thank everybody for attending the call. I was excited to talk about the quarter. As I said, I'm very excited about the future, and I look forward to the Q3 earnings call and speaking to you all again. So thank you, and have a good evening.

Operator

[Operator signoff]

Duration: 20 minutes

Call participants:

Gar Jackson -- Investor Relations

Bryan Lewis -- Chief Executive Officer

Bill White -- Chief Financial Officer

Mike Grondahl -- Northland Securities -- Analyst

Jeff Van Rhee -- Craig-Hallum Capital Group -- Analyst

Scott Buck -- B. Riley FBR Inc. -- Analyst

Rudy Kessinger -- D.A. Davidson -- Analyst

Roger Liddell -- Clear Harbor Asset Management -- Analyst

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