updated 3/31/2011 4:18:30 PM ET 2011-03-31T20:18:30

SAN MATEO, Calif., March 31, 2011 (GLOBE NEWSWIRE) -- DemandTec, Inc. (Nasdaq:DMAN), the collaborative optimization network for retailers and consumer products companies, today announced financial results for the fourth quarter and fiscal year 2011 ended February 28, 2011.

"I am very pleased that during fiscal year 2011 we were able to achieve financial results that met or exceeded our expectation as our retail and consumer products company customers embraced our solutions to help them better understand their shoppers in order to help drive sales, profit, volume and customer loyalty," said Dan Fishback, President and Chief Executive Officer at DemandTec. "During the year, we continued to invest in the business to provide the most comprehensive solutions so our customers can better understand, predict, and drive demand," added Mr. Fishback.

Fourth Quarter Financial Highlights

Revenue:

  • Revenue was $22.3 million in the fourth quarter of fiscal year 2011, compared to $19.6 million in the fourth quarter of fiscal year 2010 and $21.7 million in the third quarter of fiscal year 2011.

Gross Profit:

  • GAAP gross profit was $14.7 million in the fourth quarter of fiscal year 2011, compared to gross profit of $13.2 million in fourth quarter of fiscal year 2010.
     
  • Non-GAAP gross profit, which excludes $464,000 of stock-based compensation expense and $506,000 of amortization of purchased intangibles, was $15.7 million in the fourth quarter of fiscal year 2011, representing a non-GAAP gross margin of 70.4%, compared to $14.1 in the fourth quarter of fiscal year 2010, which represented a non-GAAP gross margin of 71.9%.     

GAAP Operating and Net Loss:

  • Loss from operations was $2.8 million in the fourth quarter of fiscal year 2011, compared to a loss from operations of $2.3 million in the fourth quarter of fiscal year 2010.
     
  • Net loss attributable to common stockholders was $2.9 million, or ($0.09) per share, in the fourth quarter of fiscal year 2011, compared to net loss attributable to common stockholders of $2.6 million, or ($0.09) per share, in the fourth quarter of fiscal year 2010.   

Non-GAAP Operating and Net Income:

  • Non-GAAP income from operations, which excludes $2.7 million in stock-based compensation expense, $840,000 in amortization of purchased intangibles and $235,000 of acquisition-related costs, was $1.0 million in the fourth quarter of fiscal year 2011, compared to non-GAAP income from operations of $646,000 in the fourth quarter of fiscal year 2010.
     
  • Non-GAAP net income attributable to common stockholders was $915,000, or $0.03 per diluted share, in the fourth quarter of fiscal year 2011, compared to non-GAAP net income attributable to common stockholders of $412,000, or $0.01 per diluted share, in the fourth quarter of fiscal year 2010. 

Cash:

  • The company generated $3.5 million in cash flow from operations and invested $1.5 million in capital expenditures, resulting in free cash flow of $2.0 million in the fourth quarter of fiscal 2011.

Fiscal Year 2011 Financial Highlights

Revenue:

  • Revenue was $82.4 million for fiscal year 2011, an increase of 4.3% from $79.1 million in fiscal year 2010.

Gross Profit:

  • GAAP gross profit was $53.2 million for fiscal year 2011, compared to $53.3 million in fiscal year 2010.
     
  • Non-GAAP gross profit, which excludes $1.8 million of stock-based compensation expense and $1.9 million of amortization of purchased intangible assets, was $56.9 million for fiscal year 2011, and represented a non-GAAP gross margin of 69.0%, compared to $56.9 million in fiscal year 2010, which represented a non-GAAP gross margin of 72.0%.   

GAAP Operating and Net Loss:

  • Loss from operations was $13.6 million for fiscal year 2011, compared to a loss from operations of $12.3 million for fiscal year 2010.
     
  • Net loss attributable to common stockholders was $13.7 million, or ($0.45) per diluted share, for fiscal year 2011, compared to net loss attributable to common stockholders of $11.8 million, or ($0.41) per diluted share, for fiscal year 2010.   

Non-GAAP Operating and Net Income/Loss:

  • Non-GAAP income from operations was $72,000 for fiscal year 2011, which excludes $10.4 million in stock-based compensation expense, $3.0 million in amortization of purchased intangibles and $235,000 of acquisition-related costs, compared to non-GAAP income from operations of $2.1 million for fiscal year 2010.
      
  • Non-GAAP net loss attributable to common stockholders was $25,000, or $0.00 per diluted share, for fiscal year 2011, compared to non-GAAP net income attributable to common stockholders of $2.6 million, or $0.08 per diluted share, for fiscal year 2010.

Cash:

  • For fiscal year 2011, the company generated $9.2 million cash in operations and invested $5.1 million in capital expenditures, resulting in free cash flow of $4.1 million for the fiscal year.
     
  • Cash, cash equivalents and marketable securities at the end of fiscal year 2011 totaled $73.0 million, an increase of approximately $1.9 million from the end of the third quarter of fiscal year 2011.

Conference Call Information

DemandTec will host a conference call today, March 31, 2011, at 2:00 p.m. PT (5:00 p.m. ET) to discuss the company's financial results and financial guidance. Those interested in participating in the call should dial 800-762-8779. A replay of the conference call will be available by calling 303-590-3030 using passcode 4419719 starting at approximately 8:00 p.m. Eastern Time on Thursday, March 31, 2011 and ending on Thursday, April 7, 2011. In addition, an archived podcast and webcast will be available on the Investor Relations page of the company's website at http://investor.demandtec.com .

About DemandTec

DemandTec (Nasdaq:DMAN) connects more than 350 retailers and consumer products companies, providing common tools to transact, interact, and collaborate on core merchandising and marketing activities. DemandTec's services enable customers to achieve their sales volume, revenue, shopper loyalty, and profitability objectives. DemandTec customers have collaborated on nearly four million trade deals.  DemandTec software and analytical services utilize a science-based platform to model and understand consumer behavior. DemandTec customers include leading retailers and consumer products companies such as Ahold USA, Best Buy, ConAgra Foods, Delhaize America, General Mills, H-E-B Grocery Co., The Home Depot, Hormel Foods, Monoprix, PETCO, Safeway, Sara Lee, Target, Walmart, and WH Smith.

The DemandTec, Inc. logo is available at http://www.globenewswire.com/newsroom/prs/?pkgid=5191

Forward-Looking Statements

This press release contains forward-looking statements regarding DemandTec's expectations, hopes, plans, intentions or strategies, including statements about the company's future financial performance, financial condition or results of operations, statements as to the plans of management for future operations, and statements as to management's beliefs regarding the market's interest in DemandTec's services. We may, in some cases, use words such as "believes," "expects," "anticipates," "plans," "estimates," and similar expressions to identify these forward-looking statements. These forward-looking statements involve risks and uncertainties, as well as assumptions that if they do not fully materialize or prove incorrect, could cause our results to differ materially from those expressed or implied by such forward-looking statements. The risks and uncertainties include changes in our pricing policies or those of our competitors, fluctuations in demand for our software, our ability to develop and implement in a timely manner new software and enhancements that meet customer requirements, customer timely payment of invoices, any significant changes in the competitive dynamics of our market, including new entrants or substantial discounting of products, general economic conditions in the retail and consumer products markets, adverse economic conditions, the success of our acquisitions, and other risks and uncertainties described more fully in our documents filed with or furnished to the Securities and Exchange Commission ("SEC"). More information about these and other risks that may impact DemandTec's business are set forth in DemandTec's Annual Report on Form 10-K, as well as subsequent reports filed with the SEC. All forward-looking statements in this press release are based on information available to us as of the date hereof, and we assume no obligation to update these forward-looking statements. Any future products, features or related specifications that may be referenced in this release are for information purposes only and are not commitments to deliver any technology or enhancement. DemandTec reserves the right to modify future product plans at any time.

Non-GAAP Financial Measures

In addition to disclosing financial measures prepared in accordance with Generally Accepted Accounting Principles (GAAP), this press release and the accompanying tables contain non-GAAP financial measures. For a description of these non-GAAP financial measures, including the reasons why management uses each measure, and reconciliations of these non-GAAP financial measures to the most directly comparable GAAP financial measures, please see the section of the accompanying tables titled "Use of Non-GAAP Financial Measures", as well as the related tables. We anticipate disclosing forward-looking non-GAAP financial information in our conference call to discuss our fourth quarter and full fiscal year 2011 results, including an estimate of revenue, non-GAAP operating income and net earnings per share for the first quarter and full year fiscal 2012 that excludes stock-based compensation expenses, amortization of purchased intangible assets, acquisition-related costs and restructuring costs. We cannot readily estimate our expected stock-based compensation expenses for these future periods, as they depend upon such factors as our future stock price for purposes of computation.

A copy of this press release can be found on the investor relations page of DemandTec's website at www.demandtec.com .

DemandTec and the DemandTec logo are registered trademarks of DemandTec, Inc. All other trademarks are the property of their respective owners.

   
   DemandTec, Inc. 
   Condensed Consolidated Balance Sheets 
   (in thousands) 
   February 28,   February 28, 
   2011   2010 
   (Unaudited)   
 Current assets:     
 Cash and cash equivalents   $ 26,583  $ 21,335
 Marketable securities   40,834  36,068
 Accounts receivable, net of allowances   9,357  13,984
 Other current assets   3,548  3,127
 Total current assets   80,322  74,514
     
 Marketable securities, non-current   5,563  9,881
 Property, equipment and leasehold improvements, net   6,556  4,777
 Intangible assets  2,714  4,328
 Goodwill   18,828  16,599
 Other assets   1,112  563
 Total assets   $ 115,095  $ 110,662
     
 Current liabilities:     
 Accounts payable and accrued expenses   $ 13,084  $ 12,875
 Deferred revenue   41,121  38,462
 Merger consideration payable   -   1,000
 Total current liabilities   54,205  52,337
     
 Deferred revenue, non-current   304  459
 Other long-term liabilities   1,783  928
     
 Stockholders' equity:     
 Common stock   161,537  145,629
 Accumulated other comprehensive income   147  527
 Accumulated deficit   (102,881)  (89,218)
 Total stockholders' equity   58,803  56,938
 Total liabilities and stockholders' equity   $ 115,095  $ 110,662
   
   
   DemandTec, Inc. 
   Condensed Consolidated Statements of Operations 
   (in thousands, except per share data) 
   
   Year Ended February 28,   Three Months Ended February 28, 
  2011 2010 2011 2010
  (unaudited)   (unaudited) (unaudited)
         
 Revenue   $ 82,418  $ 79,052  $ 22,315  $ 19,623
 Cost of revenue   29,232  25,760  7,568  6,395
 Gross profit   53,186  53,292  14,747  13,228
         
 Operating expenses:         
 Research and development   32,299  32,279  8,742  8,089
 Sales and marketing   23,613  20,828  5,997  4,916
 General and administrative   9,706  9,657  2,433  2,270
 Restructuring charges   -   775  -   - 
 Amortization of purchased intangible assets   1,134  2,044  334  292
 Total operating expenses   66,752  65,583  17,506  15,567
         
 Loss from operations   (13,566)  (12,291)  (2,759)  (2,339)
 Other income, net   168  306  58  (242)
 Loss before provision (benefit) for income taxes   (13,398)  (11,985)  (2,701)  (2,581)
 Provision (benefit) for income taxes   265  (148)  160  (8)
         
 Net loss   $ (13,663)  $ (11,837)  $ (2,861)  $ (2,573)
         
 Net loss per share - basic and diluted   $ (0.45)  $ (0.41)  $ (0.09)  $ (0.09)
         
 Weighted average shares used in per share calculation,

 basic and diluted 
 30,529  28,720  31,399  29,288


   
   DemandTec, Inc. 
   Condensed Consolidated Statements of Cash Flows 
   (in thousands) 
   Year Ended February 28,   Three Months Ended February 28, 
  2011 2010 2011 2010
   (unaudited)     (unaudited)   (unaudited) 
Operating activities:        
Net loss  $ (13,663)  $ (11,837)  $ (2,861)  $ (2,573)
Adjustments to reconcile net loss to net cash provided by (used in) operating activities:        
 Depreciation  3,353  3,009  919  724
 Stock-based compensation expense  10,366  9,719  2,701  2,228
 Amortization of purchased intangible assets  3,037  3,906  840  757
 Provision for doubtful accounts  485  25  -   - 
 Other  (365)  (45)  (412)  24
 Changes in operating assets and liabilities:        
 Accounts receivable  4,115  (3,027)  8,120  236
 Prepaid expenses and other current assets  (660)  716  (154)  337
 Other assets  (550)  8  (240)  89
 Accounts payable and accrued liabilities  622  1,209  1,261  (899)
 Accrued compensation  40  (596)  2,044  1,087
 Deferred revenue  2,456  (9,866)  (8,660)  360
Net cash provided by (used in) operating activities  9,236  (6,779)  3,558  2,370
         
Investing activities:        
 Purchases of property, equipment, and leasehold improvements  (5,127)  (2,513)  (1,522)  (1,280)
 Purchases of marketable securities  (64,577)  (61,107)  (12,280)  (8,111)
 Maturities of marketable securities  64,129  69,470  20,606  13,850
 Acquisition of AIS  (2,675)  -   (2,675)  - 
 Acquisition of Connect3  (900)  (12,544)  -   - 
 Acquisition of TradePoint  (432)  -   (6)  - 
Net cash provided by (used in) investing activities  (9,582)  (6,694)  4,123  4,459
         
Financing activities:        
 Proceeds from issuance of common stock  6,479  2,553  2,473  172
 Payment of employee withholding tax in lieu of issuing common stock  (937)  -   -   - 
 Payments on notes payable  -   (1,286)  -   - 
Net cash provided by financing activities  5,542  1,267  2,473  172
Effect of exchange rate changes on cash and cash equivalents  52  (31)  50  (78)
Net increase (decrease) in cash and cash equivalents  5,248  (12,237)  10,204  6,923
Cash and cash equivalents at beginning of period  21,335  33,572  16,379  14,412
Cash and cash equivalents at end of period  $ 26,583  $ 21,335  $ 26,583  $ 21,335
   
   
   DemandTec, Inc. 
   Reconciliation of GAAP to Non-GAAP Financial Measures 
   (in thousands, except per share data) 
   (unaudited) 
   Year Ended February 28,   Three Months Ended February 28, 
   2011   2010   2011   2010 
         
 GAAP cost of revenue   $ 29,232  $ 25,760  $ 7,568  $ 6,395
 Deduct:         
 Stock-based compensation   (1,776)  (1,732)  (464)  (414)
 Amortization of purchased intangible assets   (1,903)  (1,862)  (506)  (465)
 Non-GAAP cost of revenue   $ 25,553  $ 22,166  $ 6,598  $ 5,516
         
 GAAP gross profit   $ 53,186  $ 53,292  $ 14,747  $ 13,228
 Add back:         
 Stock-based compensation   1,776  1,732  464  414
 Amortization of purchased intangible assets   1,903  1,862  506  465
 Non-GAAP gross profit   $ 56,865  $ 56,886  $ 15,717  $ 14,107
         
 GAAP gross margin  64.5% 67.4% 66.1% 67.4%
 Add back:         
 Stock-based compensation  2.2% 2.2% 2.1% 2.1%
 Amortization of purchased intangible assets  2.3% 2.4% 2.2% 2.4%
 Non-GAAP gross margin  69.0% 72.0% 70.4% 71.9%
         
 GAAP research and development expense   $ 32,299  $ 32,279  $ 8,742  $ 8,089
 Deduct stock-based compensation   (3,422)  (3,309)  (979)  (721)
 Non-GAAP research and development expense   $ 28,877  $ 28,970  $ 7,763  $ 7,368
         
 GAAP sales and marketing expense   $ 23,613  $ 20,828  $ 5,997  $ 4,916
 Deduct stock-based compensation   (2,744)  (2,411)  (712)  (543)
 Non-GAAP sales and marketing expense   $ 20,869  $ 18,417  $ 5,285  $ 4,373
         
 GAAP general and administrative expense   $ 9,706  $ 9,657  $ 2,433  $ 2,270
 Deduct stock-based compensation   (2,424)  (2,267)  (546)  (550)
 Deduct acquisition costs   (235)  -   (235)  - 
 Non-GAAP general and administrative expense   $ 7,047  $ 7,390  $ 1,652  $ 1,720
         
 GAAP total operating expense   $ 66,752  $ 65,583  $ 17,506  $ 15,567
 Deduct:         
 Stock-based compensation   (8,590)  (7,987)  (2,237)  (1,814)
 Amortization of purchased intangible assets   (1,134)  (2,044)  (334)  (292)
 Restructuring charges   -   (775)  -   - 
 Acquisition costs   (235)  -   (235)  - 
 Non-GAAP total operating expense   $ 56,793  $ 54,777  $ 14,700  $ 13,461
         
 GAAP loss from operations   $ (13,566)  $ (12,291)  $ (2,759)  $ (2,339)
 Add back:         
 Stock-based compensation   10,366  9,719  2,701  2,228
 Amortization of purchased intangible assets   3,037  3,906  840  757
 Restructuring charges   -   775  -   - 
 Acquisition costs   235  -   235  - 
 Non-GAAP income from operations   $ 72  $ 2,109  $ 1,017  $ 646
         
 GAAP net loss   $ (13,663)  $ (11,837)  $ (2,861)  $ (2,573)
 Add back:         
 Stock-based compensation   10,366  9,719  2,701  2,228
 Amortization of purchased intangible assets   3,037  3,906  840  757
 Restructuring charges   -   775  -   - 
 Acquisition costs   235  -   235  - 
 Non-GAAP net income (loss)   $ (25)  $ 2,563  $ 915  $ 412
         
 GAAP net loss per share   $ (0.45)  $ (0.41)  $ (0.09)  $ (0.09)
 Non-GAAP net income per share   $ 0.00  $ 0.08  $ 0.03  $ 0.01
         
 GAAP weighted average shares outstanding   30,529  28,720  31,399  29,288
 Add back dilutive effect of common stock equivalents on non-GAAP net income   -   3,824  4,549  3,355
 Non-GAAP weighted average shares outstanding   30,529  32,544  35,948  32,643
         
 GAAP cash flow from operations   $ 9,236  $ (6,779)  $ 3,558  $ 2,370
 Deduct purchases of property, equipment and leasehold improvements   (5,127)  (2,513)  (1,522)  (1,280)
 Non-GAAP free cash flow   $ 4,109  $ (9,292)  $ 2,036  $ 1,090

Use of Non-GAAP Financial Measures

The accompanying press release dated March 31, 2011 contains non-GAAP financial measures. The above table reconciles the non-GAAP financial measures in the press release to the most directly comparable financial measures prepared in accordance with Generally Accepted Accounting Principles (GAAP). These non-GAAP measures include non-GAAP cost of revenue, gross profit, gross margin, operating expenses, income from operations, net income, net income per share amounts, weighted average shares outstanding and free cash flow.

Our non-GAAP financial measures exclude costs and expenses for (i) amortization of purchased intangibles, (ii) stock-based compensation, (iii) restructuring charges, and (iv) acquisition-related costs.

Amortization of Purchased Intangible Assets. In accordance with GAAP, we amortize intangible assets acquired in connection with our company and technology acquisitions over the estimated useful lives of the assets. We exclude the amortization of purchased intangible assets from our non-GAAP financial measures because they (i) result from prior acquisitions, rather than the ongoing operating performance of our business, and (ii) absent additional acquisitions, are expected to decline over time as the remaining carrying amounts of these assets are amortized. We believe excluding these costs helps investors compare our financial performance with that of other companies with different acquisition histories. However, we recognize that amortization costs provide a helpful measure of the financial impact and performance of prior acquisitions and consider our non-GAAP financial measures in conjunction with our GAAP financial results that include amortization costs.

Stock-Based Compensation Expenses. We exclude stock-based compensation expense associated with equity incentives granted to employees, non-employees and non-executive directors in our non-GAAP financial measures. While stock-based compensation is a significant component of our expenses, we believe that investors may wish to exclude the effects of stock-based compensation expense in comparing our financial performance with that of other companies. 

Restructuring Charges. We have excluded restructuring charges associated with a reduction in our workforce as a result of synergies gained through our acquisition of Connect3 Systems, Inc., and with the consolidation and relocation of our corporate headquarters, from our non-GAAP financial measures for the twelve months ended February 28, 2010. We have excluded expenses associated with these actions because they are non-recurring and because we believe investors may wish to exclude the effects of these actions in evaluating our financial performance for the quarter.

Acquisition-Related Costs. We have excluded acquisition-related costs associated with our acquisitions of M-Factor, Inc., and of certain assets of Applied Intelligence Solutions, LLC, from our non-GAAP financial measures for the three months and twelve months ended February 28, 2011. We have excluded expenses associated with these acquisitions because they are non-recurring and because we believe investors may wish to exclude the effects of these acquisitions in evaluating our financial performance for the quarter.

Non-GAAP financial measures should not be considered as a substitute for, or superior to, GAAP financial measures, which should be considered as the primary financial metrics for evaluating our financial performance. Significantly, non-GAAP financial measures are not based on a comprehensive set of accounting rules or principles. Instead, they are based on subjective determinations by management designed to supplement our GAAP financial measures. They are subject to a number of important limitations and should be considered only in conjunction with our consolidated financial statements prepared in accordance with GAAP. In addition, our non-GAAP financial measures differ from GAAP measures with the same names, may vary over time and may differ from non-GAAP financial measures with the same or similar names used by other companies. Accordingly, investors should exercise caution when evaluating our non-GAAP financial measures.
 

CONTACT: Investor Contact:
         Tim Shanahan, DemandTec, Inc.
         (650) 645-7103
         tim.shanahan@demandtec.com
         
         Media Contact
         Karen Cohen, DemandTec, Inc.
         (650) 645-7126
         Karen.cohen@demandtec.com

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