Carly Fiorina's Stint At Lucent Reveals Troubling Corporate Record

Carly Fiorina's troubling telecom past


In the spring of 1999, Lucent Technology's star executive Carly Fiorina pulled off yet another coup—or so it appeared. A tiny start-up called PathNet agreed to buy huge amounts of fiber-optic gear from Lucent, a deal worth at least $440 million and potentially as much as $2.1 billion. The agreement Fiorina negotiated "potentially represents the single largest fiber supply agreement to a network operator in the U.S," according to a triumphant press release.

While it was unclear how a tiny company like PathNet, with barely 100 employees and all of $1.6 million in annual revenue, could swing such as massive purchase...

As she tells it on the campaign trail, Fiorina's life story is an inspiring tale full of such achievements. From an unlikely start as a secretary she raced up the corporate ladder to record heights, becoming the first female to run a Fortune 20 company, Hewlett Packard (HPQ). Now, after battling cancer, she's running to oust Barbara Boxer (D., Calif) from the U.S. Senate.

Yet Fiorina's campaign biography quickly skates over the stint that made her a star: her three-year run as a top executive at Lucent Technologies. That seems puzzling, since unlike her decidedly mixed record at HP, Fiorina's tenure at Lucent has all the outward trappings of success.

Lucent reported a stream of great results beginning in 1996, after Fiorina, who had been a vice-president at AT&T (T), helped oversee the company's spin-off from Ma Bell. By the time she left to run HP in 1999 revenues were up 58%, to $38 billion. Net income went from a small loss to $4.8 billion profit. Giddy investors bid up Lucent's stock 10-fold. And unlike HP, where Fiorina instituted large layoffs—a fact Senator Boxer loves to mention whenever possible—Lucent added 22,000 jobs during Fiorina's tenure.

Dig under the surface, however, and the story grows more complicated and less flattering. The Lucent that Fiorina walked away from, taking with her $65 million in performance-linked pay, was not at all what it appeared. Nor were several of her division's biggest sales, including the giant PathNet deal.
The Lucent-Fiorina story starts in 1995, when AT&T began to consider selling one of its crown jewels, its equipment-making division. The group had $21 billion in annual revenue and housed the famed Bell Labs, birthplace of the transistor and corporate America's preeminent research outfit.


In 1997 Fiorina took over the group selling gear to such "service provider networks." The company reported that sales to such networks climbed from $15.7 billion in fiscal 1997 to $19.1 billion in 1998. In 1999 they hit an amazing $23.6 billion. In the midst of this rise Fortune named Fiorina -- then largely anonymous outside of telecom -- to the top of its first list of the country's most powerful women in business. A star was born.

Much like the housing bubble that was just beginning to inflate, easy credit fed the telecom bubble.

Lucent and its major competitors all started goosing sales by lending money to their customers. In a neat bit of accounting magic, money from the loans began to appear on Lucent's income statement as new revenue while the dicey debt got stashed on its balance sheet as an allegedly solid asset. It was nothing of the sort. Lucent said in its SEC filings that it had little choice to play the so-called vendor financing game, because all its competitors were too.

In the giant PathNet deal that Fiorina oversaw, Lucent agreed to fund more than 100% of the company's equipment purchases, meaning the small company would get both Lucent gear at no money down and extra cash to boot. Yet how could such a loan to PathNet make sense for Lucent, even based on the world as it appeared in the heady days of 1999? The smaller company had barely $100 million in equity (and that's based on generous accounting assumptions) on top of which it had already balanced $350 million in junk bonds paying 12.25% interest. Adding $440 million in loans from Lucent to this already debt-heavy capital structure would jack the company's leverage up to 8 to 1, and potentially even higher as they drew more of the loan.

http://tech.fortune.cnn.com/2010/10/15/carly-fiorinas-troubling-telecom-past/

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