SEC CORRESPONDENCE LETTER
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VIA EDGAR
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Larry W. Shackelford
404-504-7651
lws@mmmlaw.com
www.mmmlaw.com |
March 7, 2006
Mr. Mark Kronforst
Senior Staff Accountant
Securities and Exchange Commission
100 F Street, N.E., Room 4561
Washington, DC 20549
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Re:
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Manhattan Associates, Inc.
Form 8-K
Filed February 8, 2006
File No. 000-23999 |
Dear Mr. Kronforst:
On behalf of Manhattan Associates, Inc. (the Company), we are writing in response to
comments of the Staff set forth in the Commissions letter dated February 23, 2006. The heading
and numbered paragraphs below correspond to the heading and numbered paragraphs of the Commissions
letter.
We respond to the specific comments of the Staff as follows:
Form 8-K Filed on February 8, 2006
1. We have read your response to prior comment number 2 and we do not believe that your proposed
disclosure adequately addresses our concerns. Please revise this disclosure to address the
following:
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Explain why you are not able to effectively manage each individual item that is
subject to adjustment; |
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Explain why the non-GAAP information facilitates investors understanding of
your historical operating results. Clarify how you define operating results and
explain why it is not necessary to consider each item subject to adjustment; |
Mr. Mark Kronforst
March 7, 2006
Page 2
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Explain why it is more meaningful for investors to evaluate your operating
performance in a manner consistent with your internal methods and explain those
methods in more detail; |
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Explain why it is more meaningful for investors to use your non-GAAP measures
to evaluate your prospects for the future; and |
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Provide a more robust discussion of the inherent limitations. For example,
discuss the apparent contradiction of excluding any acquisition-related costs
while including the acquisition-related benefits, such as increased revenue. In
addition, discuss the exclusion of items that appear to be integral to your
performance as an organization such as employee compensation and charges related
to accounts receivable. |
Response:
To address the issues raised by the Staff above, the Company has revised its proposed
disclosure for use in its future filings that involve the use of non-GAAP financial measures to
read substantially similar to the following:
The press release includes, as additional information regarding our operating
results, our adjusted net income and adjusted net income per share, which exclude the
impact of certain items, if applicable in the period, including acquisition-related costs
and the amortization thereof, the recapture of previously recognized transaction tax
expense, stock option expense under FAS 123R and the severance and accounts receivable
charge recorded in the same period, all net of income tax effects. The measures are not in
accordance with, or an alternative for, generally accepted accounting principles in the
United States (GAAP) and may be different from non-GAAP net income and non-GAAP per share
measures used by other companies. Non-GAAP financial measures should not be used as a
substitute for, or considered superior to, measures of financial performance prepared in
accordance with generally accepted accounting principles.
We believe that these adjusted (non-GAAP) results provide more meaningful information
regarding those aspects of our current operating performance that can be effectively
managed and consequently have developed our internal reporting, compensation and planning
systems using these measures.
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Because we sporadically engage in strategic acquisitions, we incur
acquisition-related costs that consist of primarily expenses from accounting and
legal due diligence incurred whether or not we ultimately proceed with the
transaction. Additionally, we might assume and incur certain unusual costs, such
as employee retention benefits, that result from arrangements made
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Mr. Mark Kronforst
March 7, 2006
Page 3
prior to the acquisition. These acquisition costs are practically difficult to
predict and do not correlate to the expenses of our core operations. The
amortization of acquisition-related intangible assets is commonly excluded from the
US GAAP net income by companies in our industry and we therefore exclude these
amortization costs to provide more relevant and meaningful comparisons of our
operating results with that of our competitors.
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Because we have recognized the full potential amount of the transaction (sales)
tax expense in prior periods, any recovery of that expense resulting from the
expiration of the state sales tax statutes or the collection of the taxes from our
customers would overstate the current period net income derived from our core
operations as the recovery is not a result of anything occurring within our
control during the current period. |
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Because stock option expense under FAS 123R is determined in significant part
by the trading price of our common stock and the volatility thereof, over which we
have no direct control, the impact of such expense is not subject to effective
management by us. The excluding the impact of FAS 123R in adjusted net income and
adjusted net income per share is consistent with our competitors and other
companies within our industry. |
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In our second quarter of 2005, we had a significant write-off of accounts
receivable from a customer resulting from a legal dispute over the implementation
of our software. We believe the revenue and accounts receivable are completely
justified; however, given the size of the customer and its geographic location in
Germany, we believe the receivable to be uncollectible. This is not a common
occurrence and the filing of the suit by our customer was not controllable by us. |
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Lastly, the significant severance charge recorded in the second quarter of 2005
was the result of the combination and centralization of our European operations in
an attempt to become more efficiently organized in Europe. We do not believe this
is a common cost that results from normal operating activities. While for US GAAP
purposes we are required to include as a part of normal operations, we believe the
exclusion of this item will allow us to focus our performance assessment on our
core operations. |
For these reasons, we have developed our internal reporting, compensation and planning
systems using non-GAAP measures which adjust for these amounts.
We believe the reporting of these non-GAAP financial measures facilitates investors
understanding of our historical operating trends, because they provide important
supplemental measurement information in evaluating the operating results of our business as
distinct from results that include items that are not indicative of ongoing operating
results and thus provide the investors with useful insight into our
Mr. Mark Kronforst
March 7, 2006
Page 4
profitability exclusive of unusual adjustments. While these adjusted items may not be
considered as non-recurring in nature in a strictly accounting sense, the management
regards those items as infrequent and not arising out of the ordinary course of business
and finds it useful to utilize a non-GAAP measure in evaluating the performance of our
underlying core business.
We also believe that the non-GAAP adjusted income information provides a basis for
more relevant comparisons to other companies in the industry and enables investors to
evaluate our operating performance in a manner consistent with our internal basis of
measurement and also presents our investors our operating results on the same basis as that
used by our management. Management refers to these non-GAAP financial measures in making
operating decisions because the measures provide meaningful supplemental information
regarding our operational performance and our ability to invest in research and development
and fund acquisitions and capital expenditures. In addition, these non-GAAP financial
measures facilitate managements internal comparisons to our historical operating results
and comparisons to competitors operating results. Further, we rely on the non-GAAP
adjusted net income information as a primary measure to review and assess the operating
performance of our company and our management team in connection with our executive
compensation and bonus plans. Since most of our employees are not directly
involved with decisions surrounding acquisitions or severance related activities and other
items irrelevant to our core operations, we do not believe it is appropriate and fair to
have their incentive compensation affected by these items. By adjusting those items not
indicative of ongoing operating results, the non-GAAP financial measure could serve as an
alternative useful measure to evaluate our prospect for future performance because our
investors are able to more conveniently predict the results of our operating activities on
an on-going basis when excluding these less common items.
Investors should be aware that these non-GAAP measures have inherent limitations,
including their variance from certain of the financial measurement principals underlying
GAAP, should not be considered as a replacement for net income, and should be read only in
conjunction with our consolidated financial statements prepared in accordance with GAAP.
For instance, we exclude the charges of the acquisition-related costs and the related
amortization while we still retain the acquisition-related benefits and revenue in
calculation of the non-GAAP adjusted net income. In addition, we exclude the employee
compensation and A/R related charges, which are commonly considered integral to a companys
operation performance. This supplemental non-GAAP information should not be construed as an
inference that the Companys future results will be unaffected by similar adjustments to
net earnings determined in accordance with GAAP.
Mr. Mark Kronforst
March 7, 2006
Page 5
The Company acknowledges that (i) the Company is responsible for the adequacy and accuracy of
the disclosure in the filing of the Form 8-K, (ii) staff comments or changes to disclosure in
response to staff comments do not foreclose the Commission from taking any action with respect to
the filing, and (iii) the Company may not assert staff comments as a defense in any proceeding
initiated by the Commission or any person under the federal securities laws of the United States.
We hope the foregoing information allows the Staff to resolve the outstanding issues regarding
the Form 8-K. If you have any questions regarding this filing, please do not hesitate to contact
me at 404-504-7651.
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Sincerely,
MORRIS, MANNING & MARTIN, LLP
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/s/ Larry W. Shackelford
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Larry W. Shackelford |
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cc:
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Mr. Steven R. Norton |
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David Dabbiere, Esq. |