1 Discussion Of Stock Selection Methods Used By Investment Professionals Douglas S. Phillips, CFA Retired President, CEO, and CIO Trusco Capital Management, Inc. Georgia State University MBA 8810: Corporate Governance & Performance Analysis

2 Brief Perspective On Basic Stock Selection Methods 1.Fundamental Analysis (Identification and rationale for operating trends – sustainability – future trends) 2.Valuation (Methods and quantitative models) 3.Earnings Trends (Methods and quantitative models) 4.Technical Analysis or Price Momentum Techniques (Not discussed here) Note: Any one method or combination of methods are used by investment professionals

3 Based On My Beliefs, Our More Detailed Focus Will Be On This Stock Selection Approach: 1.Earnings Trend Analysis and Quantitative Models First and Foremost 2.Supported by Fundamental Analysis (To ensure data integrity and sustainability of operating trends) Macroeconomic and company-specific factors are not discussed in detail here as that would involve many classes by itself 3.With a Valuation Overlay (To avoid extreme overvaluation)

4 The Investment Circle: Conceptual Earnings Trend and Value Cycle I II III IV V VI Stage III: Emerging Potential (but may be a false start) Fundamentals stabilize Low expectations Meets expectations – estimates go up (potential) Positive surprise – estimates go up (more conviction) Stage I: Down & Out Poor fundamentals Continued disappointments Value eventually emerges Future predictions or concepts emerge, e.g. benefactor of economic recovery Contrarians begin to buy Stage II: Worst is Over (but may be a false start) Fundamentals stabilize Meets expectations Estimates stabilize Easy comps Stage IV: Growth Stage Better fundamentals Reasonable expectations (esp.if high growth) Still positive surprise and estimate increases Stage VI: Torpedo or Disappointment Fundamental info that best is over Falls short of expectations - estimates reduced Note: Earnings and Stock prices often follow this circle/cycle and even repeat it over time. Stage duration varies by company and market events. Macroeconomic, company-specific, or stock market events can accelerate the cycle or even skip a stage. Source: Douglas S. Phillips Stage V: Best is Here/Transition (may only be a pause in Stage IV or may turn into a Torpedo as in Stage VI) Still good fundamentals Only meets expectations Modest estimate upside

5 Valuation Methods And Quantitative Models (vs. Stock Universe and/or vs. Stock’s Own History)  Price Earnings Ratio  Price To Growth (especially for more consistent growth companies)  Price to Sales (especially for more cyclical industries)  Price to Cash Flow  Sum of the Parts (considering market comps)  Price to Book Value (Pitfalls discussed)  Yield  Dividend Discount Model (with growth stages)  Cash Flow ROI (especially for takeover value) Note: It is common to attempt to apply a higher discount factor or a higher margin for error to lower quality stocks. Discuss: 1.Quality factors to consider and pitfalls (liquidity – earnings volatility – stock volatility – financial leverage – operating leverage – capitalization - management ?) 2.My belief that different valuation methods should be applied to different stock sectors: Cyclicals – Price to Sales Energy – Price to Book or Price to Cash Flow Financials – Price to Book relative to ROE 3.My belief that valuation is only useful at real extremes of under or over valuation; otherwise not used in buy/sell decisions

6 Growth Methods And Quantitative Models (vs. Stock Universe and/or vs. Stock’s Own History) Earnings Momentum (Accelerating – Stable – Decelerating) Earnings Estimate Revision – SEM (vs. consensus expectations and statistically adjusted for earnings volatility) Earnings Surprise – SUE (vs. consensus expectations and statistically adjusted for earnings volatility) Relative Earnings Growth Note: Time periods measured affect results, sensitivity analysis, portfolio turnover – consider smoothing techniques. Discuss: 1.Multi-factor models and results 2.Common sense and pitfalls (Bad data - earnings variability – company and economic cycles – lead times – measurement and statistical challenges) 3.Fundamental analysis and sustainability (Quarter-to-quarter general economic fluctuation – incremental margins – currency) 4.Growth and factors to consider beyond earnings: Revenue/units Margins/profitability (especially incremental margins for more cyclical companies) Orders 5.Quality of earnings (see Examples on next page)

7 Growth Methods And Quantitative Models Slower sales Build-up of inventory or receivables Reserve reductions Jump in other income Cash flow trends Currency gains Deferral of expenses, e.g. R&D, capital spending Acquisition accounting Accounting changes, e.g. pension assumptions, depreciation Examples of Quality of Earnings Analysis

8 Other Insights And Pitfalls When Using Quantitative Tools Results (e.g. SUE) or Operating Trends (e.g. SEM) vs. expectations becomes more important when the valuation is higher and the margin for error is lower and also when growth slows from high levels. Often it is important to distinguish between whether trends are getting better compared to (a) other companies or (b) the company’s own history. The focus of one vs. the other varies within economic and market cycles but comparisons vs. other companies is usually more important. An important distinction is whether an economic cycle factor is important to the company vs. most other companies and where we are, generally, in that cycle. Also, I believe Valuation is less important for stocks already owned than for a new investment idea which has a valuation issue (as investors are all vulnerable to the stock being over conceptualized, selective data mining, excessive expectations, or past excessive supply/demand trends). How to deal with a “temporary glitch” – Judgment is critical Non-operating factors “Temporary” operating factors

9 Brief Perspective On Applying Analysis To Different Stock Sectors, Industries, And Classes Ranking of Stock Selection Factors By Stock Classes Growth Cyclical Growth Consistent Growth Deep Cyclical Company Operating Trends Getting Better And It Is Supported By Quantitative Earnings Trend Models 111 Operating Trends Getting Better But Is Not Yet Supported By Quantitative Earnings Trend Models 2 / 3 Operating Trends Stable At Above-Average Rate And Selling At Reasonable Valuation 2 / 3 Fundamental Call (Rationale For Operating Trends Getting Better) And Selling At Reasonable Valuation 444 For Cyclical – Company Operating Trends Getting Better and Cheap/Reasonable Valuation – And Not Late In Industry Operating Cycle (Margin For Error) 1 For Cyclical – Very Low Valuation and Some Evidence Of: Worst Is Over Very Low In Operating Cycle (Fundamental Call) 2

10 Brief Perspective On Applying Analysis To Different Stock Sectors, Industries, And Classes Growth Cyclical Growth Consistent Growth Deep Cyclical Very High* Above Average** Average* Below Average* ** Especially relative to stock history Importance of Valuation Varies By Stock Classes

11 Other Factors and Performance Considerations For Professional Investors 1.Investment Mandate – hired for particular expertise Growth vs. Value Asset Allocation 2.Composition and Performance of Benchmark Indices: S&P 500 Growth Indices Value Indices Market Capitalization Indices (Large – Mid – Small) 3.Composition and Performance of Peer Groups: Aggressive Growth Growth Relative Value Deep Value EXAMPLES TO BE DISCUSSED Note: Attempts by consultants and plan sponsors to pigeon-hole investment managers can add insights into evaluating stock selection capabilities. However, this can lead to closet indexing, lack of appropriate risk recognition, and lack of common sense.