Manhattan Associates Company

Manhattan Associates serves up a cocktail of supply chain management software and systems, sans cherry. It provides customers in the retail, distribution, transportation, and manufacturing industries with supply chain management software and related services. The company's line of supply chain execution software includes warehouse, transportation, trading partner, distributed order, and reverse logistics management applications. Manhattan also offers performance management and radio-frequency identification tools designed to enhance the functionality of its other products and sells third-party hardware such as bar code scanners. Geographic Reach In addition to the US, the company has offices in Australia, China, France, India, Japan, the Netherlands, Singapore, and the UK. It has reseller agreements or third-party representatives in a host of other markets throughout Latin America, Eastern Europe, the Middle East, South Africa, and Asia. Manhattan generates nearly 85% of sales from customers in North and Latin America; Europe, the Middle East, and Asia (EMEA) and the Asia-Pacific region contribute more than 10% and 5%, respectively. The company saw double-digit growth in all regions in 2011. Sales and Marketing Manhattan primarily sells through its direct sales force, but it has made efforts to broaden its approach through programs such as Manhattan Value Partner and Manhattan GeoPartner that enable joint sales and marketing with organizations such as Accenture, Deloitte, IBM, and Microsoft. A sizable portion of the company's sales come from apparel and consumer products manufacturers and retailers, including Abercrombie & Fitch, PETCO, American Eagle, Restoration Hardware, and The Container Store. Financial Analysis The company has been on a growth trajectory since seeing its sales decline more than 25% in 2009 amid the economic recession. In 2011 Manhattan reported revenue of $329 million, up 11% from the prior year. Net income was also up that year, jumping some 60% to nearly $45 million. The company's growth was driven largely by its core services segment, which rose 14% on the strength of professional services (consulting and customer training) related to upgrades and other customer-specific activity. Strategy Looking ahead, Manhattan's growth strategy includes international expansion, and it plans to target the overseas operations of its existing client base. It is also pursuing partnerships with international systems integrators. In 2011 the company celebrated the successful launch of its supply chain software by several key Chinese customers. International sales have been steadily growing as a percent of overall revenue in recent years.