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UNITED STATES SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
Form 10-K
FOR ANNUAL AND TRANSITION REPORTS
PURSUANT TO SECTIONS 13 OR 15(d)
OF THE SECURITIES EXCHANGE ACT OF 1934
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ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE
SECURITIES EXCHANGE ACT OF 1934 |
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For the fiscal year ended December 31, 2004 |
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TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE
SECURITIES EXCHANGE ACT OF 1934 |
Commission file number 333-106143
GXS CORPORATION
(Exact name of registrant as specified in its charter)
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Delaware
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35-2181508 |
(State or other jurisdiction of
incorporation or organization) |
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(I.R.S. Employer
Identification No.) |
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100 Edison Park Drive Gaithersburg, MD |
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20878 |
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(Address of principal executive offices)
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(Zip Code) |
Registrants Telephone Number, including area code:
(301) 340-4000
Securities registered pursuant to Section 12(b) of the
Act:
None
Securities registered pursuant to Section 12(g) of the
Act:
None
Indicate by check mark whether the registrant (1) has filed
all reports required to be filed by Section 13 or 15(d) of
the Securities Exchange Act of 1934 during the preceding
12 months (or for such shorter period that the registrant
was required to file such reports), and (2) has been
subject to such filing requirements for the past
90 days. Yes o No þ
Indicate by a check mark if disclosure of delinquent filers
pursuant to Item 405 of Regulation S-K is not
contained herein, and will not be contained, to the best of the
registrants knowledge, in definitive proxy or information
statements incorporated by reference in Part III of this
Form 10-K or any amendment to this
Form 10-K o
Indicate by a check mark whether the registrant is an
accelerated filer (as determined in Exchange Act
Rule 12b-2). Yes o No þ
As of March 31, 2005, the Registrant had 100 outstanding
shares of common stock, significantly all of which was held by
affiliates of the Registrant.
DOCUMENTS INCORPORATED BY REFERENCE
None
TABLE OF CONTENTS
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Page No. | |
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FORWARD-LOOKING STATEMENTS |
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PART I |
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ITEM 1.
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BUSINESS |
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Overview |
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Recent Acquisitions |
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Our Industry |
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Our Business Model |
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Our Business Strategy |
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Our Product Solutions |
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Transact Solutions |
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Monitor Solutions |
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Synchronize Solutions |
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Collaborate Solutions |
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Advantage Services |
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Professional Services |
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Community Link Services |
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Business Process Outsourcing |
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Legacy Solutions |
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Customers |
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International Operations |
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Marketing and Sales |
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Customer Service |
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Competition |
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Data Processing Infrastructure |
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Product Development |
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Alliances and Joint Ventures |
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Intellectual Property |
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Employees |
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ITEM 2.
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PROPERTIES |
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ITEM 3.
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LEGAL PROCEEDINGS |
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ITEM 4.
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SUBMISSION OF MATTERS TO A VOTE OF SECURITY HOLDERS |
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Page No. | |
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PART II |
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ITEM 5.
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MARKET FOR REGISTRANTS COMMON EQUITY, RELATED
STOCKHOLDER MATTERS AND ISSUER PURCHASE OF EQUITY SECURITIES |
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ITEM 6.
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SELECTED FINANCIAL DATA |
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ITEM 7.
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MANAGEMENTS DISCUSSION AND ANALYSIS OF FINANCIAL
CONDITION AND RESULTS OF OPERATIONS |
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Overview |
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Recent Trends and Cost-Reduction Initiatives |
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Impact of Acquisitions |
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Critical Accounting Policies |
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Results of Operations |
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Liquidity and Capital Resources |
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Contractual Obligations and Other Commitments |
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Off-Balance Sheet Arrangements |
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Recent Accounting Pronouncements |
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Factors That Could Affect Future Results |
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ITEM 7A.
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QUANTITATIVE AND QUALITATIVE DISCLOSURES ABOUT MARKET RISK |
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Interest Rate Risk |
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Foreign Currency Risk |
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Inflation |
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ITEM 8.
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FINANCIAL STATEMENTS AND SUPPLEMENTARY DATA |
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ITEM 9.
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CHANGES IN AND DISAGREEMENTS WITH ACCOUNTANTS ON ACCOUNTING
AND FINANCIAL DISCLOSURE |
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102 |
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ITEM 9A.
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CONTROLS AND PROCEDURES |
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ITEM 9B.
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OTHER INFORMATION |
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PART III |
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ITEM 10.
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DIRECTORS AND EXECUTIVE OFFICERS |
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ITEM 11.
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EXECUTIVE COMPENSATION |
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106 |
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ITEM 12.
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SECURITY OWNERSHIP OF CERTAIN BENEFICIAL OWNERS AND
MANAGEMENT AND RELATED STOCKHOLDER MATTERS |
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ITEM 13.
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CERTAIN RELATIONSHIPS AND RELATED TRANSACTIONS |
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ITEM 14.
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PRINCIPAL ACCOUNTING FEES AND SERVICES |
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PART IV |
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ITEM 15.
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EXHIBITS AND FINANCIAL STATEMENT SCHEDULES |
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SIGNATURES |
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The following annual report contains information about GXS
Corporation. You should read this entire report, including the
information set forth in the Factors That Could Affect
Future Results section of Managements
Discussion and Analysis of Financial Condition and Results of
Operations beginning on page 34. In this report,
we, our and us refers to GXS
Corporation and its subsidiaries, unless the context otherwise
requires.
While most of the information provided in this annual report is
historical, some of the comments made are forward-looking
statements. These statements are based on current expectations,
estimates, forecasts and projections about the industry in which
we operate, along with managements beliefs and
assumptions. They are not guarantees of future performance and
involve risks, uncertainties and assumptions that are difficult
to predict. These statements are typically identified by words
such as believe, anticipate,
expect, plan, intend,
estimate, may, will and
similar expressions. As you read and consider the information in
this report, you should understand that these statements may
differ materially from actual outcomes and results. See
Managements Discussion and Analysis of Financial
Condition and Results of Operations Factors that
Could Affect Future Results Special
Note Regarding Forward-Looking Statements.
Item 1. Business
Overview
We are a leading provider of on-demand supply chain management
solutions to over 30,000 customers worldwide, including over 50%
of the Fortune 500 corporations. We provide
mission-critical solutions that connect our customers, large and
small, continuously to their supply chain partners around the
world. Our solutions perform an extensive range of critical
supply chain management functions, including the exchange of
information relating to trade orders, invoicing and payment
instructions, synchronization of product and price information,
optimization of inventory levels and demand forecasting. Our
customers use our solutions to automate complex supply chain
relationships with their networks of business partners, and to
reduce the cost and complexity of supply chain operations. We
operate a highly reliable, secure global network services
platform that connects trading partners 24 hours a day,
7 days a week in approximately 25 countries around the
world. We have been pioneers in on-demand supply chain
management solutions for 20 years, and have been a leading
provider in the technology industry since the late 1960s.
We were incorporated as a Delaware corporation in 2002 to hold
the GXS business in connection with the recapitalization
pursuant to which Francisco Partners, L.P. became our
majority stockholder.
Recent Acquisitions
G International. On November 1, 2004, our
indirect parent, Francisco Partners, through a majority-owned
acquisition vehicle, acquired G International Inc., a
business established to own and operate International Business
Machine Corporations Electronic Data Interchange and
Business Exchange Services businesses. In January 2005 we
entered into a letter agreement to acquire the sole stockholder
of G International. The consideration to be paid by us for
G International will be adjusted from $135.0 million
based on the indebtedness and working capital of
G International, as well as the expenses incurred by
G International and its affiliates in connection with the
transaction. The form of consideration will be mutually agreed
upon by the parties.
The acquisition of G International is subject to
satisfaction of several conditions, including:
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completion of definitive documentation; |
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receipt of financing; and |
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receipt of third-party consents and approvals. |
We believe that the acquisition of G International will:
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broaden our customer base to include over 75% of the
Fortune 500 companies; |
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position us to offer a broad range of our existing solutions to
G Internationals customers; |
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reduce our costs and the costs to customers of some of our
solutions; and |
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strengthen our competitive position in some industries,
including financial services and consumer products. |
HAHT Commerce. On February 13, 2004, we completed
the acquisition of HAHT Commerce, Inc. We acquired all of the
capital stock of HAHT Commerce through a merger of an indirect
wholly owned subsidiary with HAHT Commerce for consideration of
approximately $30.0 million, consisting of
$15.0 million in cash plus common and preferred shares of
GXS Holdings valued at approximately $15.0 million. HAHT
Commerce is a provider of on-demand supply chain management
applications that automate, integrate and optimize order
management, product information management, channel management,
business intelligence and customer services between
manufacturers, their channel partners and business customers.
Celarix. On June 3, 2003, we acquired substantially
all of the assets of Celarix, Inc. related to its logistics
integration and visibility solutions business for an aggregate
value of approximately $2.0 million in preferred and common
shares of GXS Holdings, Inc. and assumed liabilities. The
solutions acquired from Celarix help organizations to connect to
logistics trading partners and retrieve, use and share shipment
status information throughout their supply chains.
We intend to continue to selectively pursue acquisitions of
companies with complementary products and technologies to
enhance our ability to provide comprehensive solutions to our
customers and to expand our business.
Our Industry
We operate in the on-demand supply chain management services
industry. On-demand supply chain management describes the
systems used for communicating information related to the
exchange of goods and services among trading partners.
Electronic data interchange, or EDI, which originated in the
1980s and permits the electronic exchange of documents across
disparate computing platforms, applications and communications
protocols, is the cornerstone of this industry. As the industry
continues to evolve, it is moving from EDI into new integration
services technology.
We believe that the industry landscape is rapidly evolving in a
way that provides many opportunities for us. Traditional
Value-Added Network, or VAN, providers are leveraging their
connected communities by injecting new technology to provide a
higher level of process automation. Businesses are seeking
intermediaries to help streamline business processes dependant
on highly automated trading partner relationships, such as
inventory management, invoicing and payment, order
collaboration, and price and promotion management.
Integration service providers such as our company are developing
technology to help customers reduce the complexity of process
automation with trading partners. Reducing complexity drives
significant customer savings. Today, integration service
providers deliver a broad range of capabilities in addition to
traditional EDI, including data exchange and communications,
trading partner management, and integration and application
services that help businesses automate and optimize the sharing
of data and business processes with their business partners.
Businesses enlist the assistance of an integration service
provider to speed the enablement of global trading partners,
offload difficult integration functions, reduce overall costs of
business to business operations, and gain faster access to new
community solutions. Supply chain system management is complex.
We estimate that 20% of all orders are filled imperfectly and up
to 60% of all invoices have errors. In addition, setting up
these systems requires significant initial capital investment as
well as annual maintenance and higher labor costs. By
outsourcing these functions through an integration service
provider, a customer can achieve scale with limited network and
technological investment while reducing errors and improving
overall data quality.
The evolution and globalization of supply networks places
increasing demand on on-demand supply chain management services
vendors. Technology vendors increasingly need to have a global
presence and must offer high-availability, near real-time
trading networks. To assure security and reliability, vendors
need to have a credible track record, scale and experience to
compete for customer accounts. Those with large installed
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trading partner bases and infrastructure will have a natural
advantage in assisting customers to evolve their supply network
technologies.
Within our industry, we believe that there are five main
categories of services, including:
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Data Exchange. Data Exchange services provide safe,
reliable electronic document and transaction delivery between
trading partners and their application systems. Integration
service providers are intermediaries that mediate, transform and
manage various protocols, such as Internet Protocol
(IP) and document formats (such as EDI ANSI X12,
EDIFACT or RosettaNet). Ongoing penetration of EDI into small
and medium businesses is expected to be the main driver of
growth in the volume of EDI transactions. |
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Trading Partner Management. Integration service providers
help businesses identify, contact, register, and manage their
business partners around the world. As businesses increasingly
source and sell products and components globally, the need for
managing relationships with businesses of all sizes in all
locations will be increasingly necessary. |
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Integration Services. Integration services refer to
functionality that facilitates interoperability between business
partners, such as data transformation, monitoring, intelligent
routing, and business process management. With the increasing
complexity from new protocols, message formats and standards,
the need for hosted integration services will continue to
increase. |
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Data Synchronization. The sharing of product, service,
location, price and promotion information is at the core of
trading partner collaboration. Keeping data aligned internally
and externally is a significant challenge for diverse supply
chains. Data synchronization includes infrastructure and
services that facilitate synchronization among trading
partners application systems. |
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Application Services. Application services include
document or industry-specific functionality that leverages data
exchange, trading partner management and integration services to
provide increased visibility, control and collaboration around
specific business processes. |
As an industry leader, we believe that we are well-positioned to
address each of these areas. Beyond our basic transact services
for traditional and Internet-based data exchange, our
value-added monitoring, synchronize and collaborate solutions
allow customers to effectively optimize and manage critical
chain functions, including supply and demand planning, order
management, customer service, shipment visibility, electronic
invoicing, warranty verification, product management, order
collaboration and inventory visibility, in a cost-effective and
efficient manner.
Our Business Model
We employ a hub and spoke model for our on-demand
supply chain management services. This model entails offering
on-demand supply chain management solutions to large
industry-leading companies, or hubs, and their community of
trading partners, or spokes.
Hubs. Companies in this category tend to be global,
multi-divisional, decentralized organizations with complex
computing environments and sophisticated enterprise applications
software. These large companies often recommend or require their
trading partners to implement integration services as the
primary method of communicating commercial information and
business documents. Often these integration service initiatives
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coincide with a variety of extended enterprise and
industry-specific initiatives to automate electronic trading of
partner communications, including quick response, just-in-time
manufacturing, vendor-managed inventory and efficient consumer
response. Hub companies, as part of their integration service
initiatives, will typically recommend a specific integration
service provider and software to their trading partners. Hub
companies also typically rely on the integration service
provider to implement integration services with the hubs
trading partners, creating an opportunity for the integration
service provider to establish customer relationships with the
hub companies trading partners. An example of a hub
company would be a large apparel retailer that utilizes some
form of integration service to communicate with hundreds of
apparel manufacturers.
Spokes. Companies in this category tend to be small to
medium-size organizations that often seek to implement
integration services in order to conduct business with one or
more large trading partners. Many of these customers do not have
a significant investment in technology, with some having as
little as a personal computer with a dial-up connection. Spoke
companies typically seek to implement integration services
quickly with minimal effort and expense. An example of a spoke
company would be a small consumer products manufacturer that is
required to communicate through some type of integration service
by a retailer selling the manufacturers products. After
implementing integration services at the request of a hub, some
spokes become hubs by utilizing integration services to
communicate with their community of trading partners.
We believe that our ability to automate the exchange of
essential business information between trading partners with
dissimilar processes and applications adds value at each step of
the supply chain. In a typical implementation, we will:
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install the necessary software on the hubs systems to
enable data exchange, and connect the hub to our infrastructure; |
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roll-out data exchange to the hubs spokes, including
providing the necessary software for the spokes systems
and connecting the spokes to our infrastructure; and |
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act as a trusted intermediary, providing services such as
security, authentication and audit tracking, among others, to
the installed trading community through our VAN. |
Under our business model, a trading partner is a mailbox on our
network infrastructure used to facilitate transactions with
other mailboxes on our network infrastructure or with mailboxes
on another interconnected network infrastructure. One trading
partner does not necessarily equal one customer, as a single
customer may have multiple mailboxes. Our 20 largest hubs
have between 500 and 4,500 trading partners each. A trading
community is a collection of trading partners communicating via
their respective mailboxes around a hub.
Our Business Strategy
Our goal is to grow profitably by providing transaction
management infrastructure products and services with high
returns on investment for our customers while remaining at the
forefront of our industry. To achieve this objective, we intend
to:
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expand our market presence; |
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increase our customer penetration; |
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convert our customers to multi-year contracts; |
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pursue strategic cost transformation opportunities; and |
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broaden our suite of innovative solutions. |
Our Product Solutions
As business-to-business e-commerce becomes increasingly
strategic, the complexity of integrating and collaborating with
business partners is growing exponentially. Over the past
decade, businesses invested heavily in internally focused
business systems. Today, businesses are extending their
enterprise investments by strategically sharing processes with
partners to gain competitive advantage. Through the automation
of an
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entire value chain, companies are streamlining cross-enterprise
processes, such as price and promotions, global shipping, and
electronic payments, resulting in greater agility,
responsiveness and profitability.
The integration of supply chains across diverse businesses can
be very complex. The variety of protocols and standards used to
communicate continue to increase. Data structures and data
transformation are becoming more sophisticated. Globalization is
introducing new trading partners from regions around the world
that suffer from a lack of experience and slow adoption of
e-commerce processes.
To unlock the potential of business-to-business e-commerce and
build a successful global extended enterprise, businesses need a
partner with innovative adaptive solutions, broad skills and
capabilities, and global reach. Our capabilities, solutions and
reach allow businesses to effectively build and manage their
extended enterprise and automate their entire supply chains.
With over 35 years of experience, we are a proven leader of
on-demand business-to-business e-commerce solutions that
simplify and enhance business process integration and
collaboration.
Fewer and fewer companies manage the entire manufacturing
process from raw materials to finished product. Instead, the
manufacturing process is distributed across the supply chain
with different manufacturers owning the raw materials,
component, assembly, and finished product aspects of the
process. As a result, an increasing number of business processes
are becoming cross-enterprise, including product design,
development, manufacturing, and post-sales service and support.
Even planning functions such as promotions, forecasting, and
marketing are becoming increasingly collaborative. Our on-demand
services streamline these cross-enterprise business processes by
simplifying the ability to market, plan, order, manufacture,
transport, settle and service across corporate boundaries. With
on-demand services, businesses get maximum flexibility and
economies of scale from a high-performance hosted solution.
We provide a comprehensive suite of offerings for customers
seeking high-performance, cost-effective on-demand supply chain
management solutions. We deliver our solutions globally on our
next-generation integration services platform, the GXS Trading
Gridsm.
Through the Trading
Gridsm,
we provide an integrated suite of data communications and
exchange, trading partner management, integration, data
synchronization and application services. Our global solution
portfolio for these services consist of our core product
solutions, or Transact Solutions, and our value-added Monitor,
Synchronize and Collaborate solutions.
Transact Solutions
Our core product solutions, or Transact Solutions, enable
businesses to conduct electronic commerce with any supply chain
partner in the world by enabling the electronic exchange of a
high volume of business documents among our customers
computer systems and those of their trading partners. Through
our Transact Solutions, buyers and suppliers can exchange
purchase orders, as well as the associated shipment notices,
invoices, and payment instructions. Additionally, sales
activity, sales forecasts, and inventory positions can be
exchanged electronically. Revenues generated by our Transact
Solutions are largely recurring in nature and contribute the
majority of our revenues. Revenues from Transact Solutions were
61.0%, 64.0% and 63.6% of our total revenue for the years ended
December 31, 2002, 2003 and 2004, respectively.
EDI is the predominant standard by which Transact Solutions are
performed. EDI supplements or replaces traditional document
transport media, including postal, fax, telephone and email
systems. We provide Transact Solutions through our Trading
Gridsm
in approximately 25 countries around the world. These Transact
Solutions allow a trading partner to use the communications
protocol of its choice. We add value by providing protocol
conversion, security, authentication, audit and other
transaction processing services, allowing customers to implement
complex and secure electronic trading systems with little
infrastructure or technology investment. The Trading
Gridsm
processes both traditional EDI documents and documents developed
using newer technologies such as Extensible Mark-up Language
(XML). By using the Trading
Gridsms
messaging services, customers are able to reduce the costs
associated with managing business and technology variables
associated with the exchange of data among a large number of
trading partners that use
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disparate applications and communications protocols. Today, we
brand our core Transact Solutions within the Trading
Gridsm
as follows:
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GXS Interchange Services. Our primary global transaction
management platform within the Trading
Gridsm.
Our services provide a high level of security, authentication,
audit tracking, data storage, and protocol independence. |
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GXS Intelligent WebForms. A global, Web-based portal.
Intelligent WebForms enable suppliers to manually input
information into a Web browser for translation into an EDI
document or XML message on the Trading
Gridsm.
This product is designed for suppliers that have low transaction
volumes and minimal internal computer systems, but that have
access to the Internet. |
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GXS Network-Based Translation. A fully automated, file
integration service. Network-Based Translation enables
medium-sized suppliers to integrate applications inside the
firewall with the Trading
Gridsm
for higher-volume integration needs. |
Revenues derived from our Transact Solutions are primarily
generated through recurring transaction processing fees. For
most transactions, we charge a transaction processing fee to
both the sending and the receiving party. During 2003, we
initiated a concerted effort to move customers on month-to-month
contracts for Transact Solutions toward multi-year contracts in
exchange for pricing incentives. As a result of these efforts,
approximately 60% of our top 2,000 customers are now committed
to contracts with an average term of 31 months.
Our Transact Solutions also include integration software, which
enables enterprises and small businesses to access the core
messaging services. Our integration software enables customers
to self-manage the exchange of information among disparate
business systems and applications within and among enterprises
by integrating internal applications, translating data to the
required format (such as EDI or XML) and transporting that data
through the Trading
Gridsm
or directly to the receiving trading partner. Our integration
software products include:
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GXS Enterprise System. A high-performance software
solution that is installed by a customer to enable access to
business data that resides in its systems. Enterprise System
extracts the data, translates the data into a standard format
and enables the secure transport of the data through the Trading
Gridsm
or directly to the receiving trading partner. The product keeps
a list of trading partners, the documents to be used with each
trading partner and an audit trail of all transaction activity.
Application Integrator, which is described below, is typically
licensed with Enterprise System. |
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GXS Application Integrator. A high-performance data
transformation solution. Application Integrator enables our
customers to keep track of the different documents each trading
partner uses and the rules for converting internal data formats
into and out of the standard data documents that can be
transported over the Trading
Gridsm. |
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Small-and-Medium Business Enablers. The Trading
Gridsm
messaging services also offer a variety of options for small
businesses to connect to their trading partners. A suite of web
forms provides pre-configured templates for common business
processes. Midsize businesses can connect to the Trading
Gridsm
using preferred accounting software packages from vendors such
as Intuit, Peachtree, Epicor, and Sage. Other options for small
businesses include desktop translators and on-demand
file-upload/ download capability and EDI-to-Fax capability. |
Monitor Solutions
Once e-commerce transactions are automated, it is critical for
businesses to monitor and measure transactions with supply chain
partners. Our Monitor Solutions allow for end-to-end visibility
of business documents by monitoring supply and demand signals
for quick response. Once the day-to-day supply chain process is
automated, companies run the risk of not identifying problems
with orders or shipments. Our monitor solutions allow businesses
to monitor information flows in e-commerce transactions for
critical supply (shipment delay) and demand (sales spike)
signals. Near real-time monitoring of these events enables
supply chain participants to take proactive measures to avoid
out-of-stock situations or excess inventory positions.
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Our Monitor Solutions include:
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Order Lifecycle Visibility. A web-based order, shipment,
and payment tracking application. Order Lifecycle Visibility
enables buyers to track responses from their suppliers to
purchase orders. Suppliers either confirm the ability to meet
the order or request modifications to the order. Order Lifecycle
Visibility also enables the supplier to create advance shipping
notices. These shipping notices are sent to the buyer informing
them of the contents, carrier, and delivery date of a shipment.
Finally, suppliers can send electronic invoices then track the
payment status with the buyer. |
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Logistics Visibility. A web-based shipment tracking
application. Logistics Visibility enables merchandising
personnel to track the whereabouts of shipments in their supply
chain. Logistics Visibility is particularly useful for US-based
corporations sourcing goods from the Asia-Pacific region.
Through Logistics Visibility a user can track shipments across
multiple modes of transportation air, marine, rail, and
ground. The application can track shipments from origin to
receipt including complex export, customs, warehousing and
distribution processes. |
In late 2005, we anticipate introducing a third Monitor Solution
called Inventory Visibility. This product will facilitate
web-based inventory tracking for the exchange of point-of-sale
and inventory position data.
Synchronize Solutions
Our Synchronize Solutions help customers accomplish product item
validation and synchronization via a comprehensive suite of
hosted services and application software. Our Synchronize
Solutions enable multiple supply chain partners to exchange
information about their products. The inability to effectively
manage the growing volume of product data is a challenge for
many leading retailers. Product data can include descriptions,
dimensions, packaging configuration, and country of origin.
Inconsistent and inaccurate product data creates significant
disruptions and inefficiencies throughout a retailers
internal systems and supply chain operations, and can lead to
errors with orders, out-of-stock conditions and invoice
discrepancies. Accurate product data, however, can significantly
reduce inefficiencies and enhance the customer experience. The
key for retailers in achieving and maintaining accurate and
consistent data is to establish one streamlined process to
synchronize product catalog information with their suppliers. As
a result, data synchronization solutions can accelerate the
introduction of new products; minimize impacts of product
discontinuations; and optimize sales of existing products.
Data synchronization is quickly gaining acceptance in the
consumer products and retail sectors because it allows a company
to store, manage and exchange a wide variety of product
information. Product information can include marketing
descriptions, dimensions, transportation requirements, price or
recycling instructions. It can also include other documents such
as photographic images of the products or marketing materials.
Although our Synchronize Solutions are currently used mainly by
the consumer products and retail sectors, these solutions are
equally applicable to other industries, including the automotive
industry, and we expect the use of data synchronization to
become more widespread in the future.
Our current Synchronize Solutions include:
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Data Pool Services. A service that allows supply chain
partners to exchange their product catalog information
electronically. Data Pool Services are used in the retail
industry to notify supply chain partners of new products being
introduced; changes to existing products such as prices or
dimensions; or to discontinue end-of-life products. Data Pool
Services work in conjunction with a set of e-commerce standards
defined by the Retail Industry the Global Data
Synchronization Network. These standards have been adopted by
the grocery, chain drug, do-it-yourself, office, and consumer
electronics sectors. Older standards are used by the apparel and
department store sector. |
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Product Information Manager, or PIM. A software solution
that enables companies to organize and manage their product
information. PIM contains a database that can be used to house
all product data for a company. Additionally, PIM automates the
process of collecting information for new product introductions.
PIM can publish information to other systems within a retail
environment such as the |
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warehouse, point-of-sale, or Web site. We believe PIM is viewed
as a critical pre-requisite for companies seeking to adopt Radio
Frequency Identification, or RFID. |
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Data Pool Manager. A service that enables a fully
functioning governments or standards organizations
data pool to be deployed for a specific region, country or
purpose. Our Data Pool Manager facilitates the exchange of
product catalog information between retailers and their
suppliers. Product information can include descriptions,
dimensions, packaging configuration, and country of origin. We
provide services utilizing our Data Pool Manager software to
third parties, typically industry standards organizations, which
use our services to provide their own private-label services.
Our Data Pool Manager is currently in operation or being
deployed for 17 GS1 standards organizations around the
globe. Each of these GS1 standards organizations will market and
sell their own branded Data Pool Services to retailers and
suppliers in their geographic region. |
In the near future, we expect our Synchronize Solutions to also
permit price and promotion information to be stored, managed and
exchanged.
Collaborate Solutions
Our Collaborate Solutions enable supply chain partners to work
closely together to improve efficiencies or increase sales
through joint forecasting, marketing and product development.
Trading partner collaboration can include:
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Demand Planning. Developing joint forecast models to
optimize merchandising, inventory, logistics and manufacturing
processes. |
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Product Development. Jointly analyzing customer behavior
and designing new products to go to market before competition. |
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Marketing and Sales. Jointly planning promotional
activities to drive product sales in selected market segments. |
We primarily provide our Collaborate Solutions through strategic
and technology partnerships. Our Collaborate Solutions
partnerships currently include Tradebeam and iSupply, through
which we offer a web-based solution for automotive original
equipment manufacturers and their suppliers, and
7th Online, through which we offer a collaborative
application used in the apparel and department store sector to
perform seasonal assortment planning.
Advantage Services
Our Advantage Services provide a suite of community,
professional, and managed services that help our customers
maximize the benefits from on-demand supply chain management.
These services complement our product solutions with
people-based services to support the automation process, from
consulting and design to implementation and integration to
technical support. These services include business to business
community management and outsourcing services. We maintain
expertise and skills in the mapping, translation and technical
support for communities of all sizes. Education, implementation,
testing and ongoing technical support for our customers
trading communities ensures that our customers trading
partners can actively communicate and share information with
each other. Advantage Services consist of three families of
services: Professional Services, Community Link and Business
Process Outsourcing.
Professional Services
We provide up-front consultation for our customers on how to
design an effective business-to-business supply chain management
program. We also advise on technical architecture design,
modeling business processes and demonstrating a return on
investment for new initiatives. Once the consulting and design
process is complete, our professional services group helps to
implement the solution on the customers premises. As
necessary, we can customize the solution to integrate directly
with our customers front and back office systems.
8
Community Link Services
After implementation at the hub, we then provide services to
enable the trading partner community. These services include
trading partner education, implementation and testing, as well
as on-going technical support for the entire enabled trading
community. Together with our distributors, we offer 24-hour,
7-day-a-week technical support in 20 different languages
via the Web and telephone.
Business Process Outsourcing
Customers that prefer not to manage the day-to-day operations of
their supply chain management programs can outsource those
processes to us. Our Business Process Outsourcing services use
our global data center footprint to offer outsourcing for
customers of the management, execution and operation activities
associated with on-demand electronic supply chain management. By
outsourcing to us, customers minimize their up-front investment
in software, hardware and other resources necessary to automate
their information exchange processes. We provide a comprehensive
outsourcing solution that includes data center operations,
application hosting, mapping and translation, technical support,
and our Community Link services.
Legacy Solutions
Our Legacy Solutions principally consist of applications and
products developed for specific customers for use on our
computing platforms and telecommunications network. For example,
we offer a customized application for cash management systems
used by banks that runs on our proprietary Mark III®
platform. The application was originally written in the 1980s
and continues to be used today. In addition to these customized
applications and products, our managed network solutions enable
customers to outsource the management and operations of network
communications. Our managed network solutions include
telecommunications management, monitoring and problem
resolution, as well as the provision and installation of modems,
routers and software that enable us to manage the
customers infrastructure remotely. We do not consider our
Legacy Solutions to be core to our business. Accordingly, we
expect revenues from our Legacy Solutions, including our custom
messaging and network solutions, or CMNS, to continue to decline
as a percentage of our total revenues as we continue to
de-emphasize and discontinue such services and emphasize our
Transact, Monitor, Synchronize and Collaborate Solutions. We
currently have approximately 4,300 customers for our CMNS, many
of which also use our other products and services.
Customers
We serve a community with more than 100,000 trading
relationships in a broad range of industries, including
automotive, consumer products, high-technology, manufacturing
and retail. Our customers currently include over 50% of the
Fortune 500 companies and, upon completion of the proposed
G International acquisition, we expect to count over 75% of
the Fortune 500 companies as customers. This broad base ensures
that we are not reliant on any individual customer or industry
for a significant portion of our revenues. No one customer
represented more than 10% of our revenues in 2002, 2003 or 2004.
General Electric and its affiliates accounted for approximately
9.0% of our total revenues in both 2003 and 2004.
In 2004, we retained all of our significant hub customers and we
had significant customer wins, including Dillards,
Rite-Aid and Comcast. Additionally, we have been migrating our
customers to multi-year contracts to maintain existing recurring
revenue streams. We currently have approximately 60% of our top
2,000 customers committed to contracts with an average term of
31 months.
International Operations
We have a strong global presence across the Americas, Europe,
Asia and Australia, including operations in approximately
25 countries. We generated 37.1%, 42.5% and 46.0%,
respectively, of our revenues for each year in the three-year
period ended December 31, 2004 from customers located
outside of the United States, and 12.9%, 11.0% and 10.4%,
respectively, of our assets as of December 31, 2002, 2003
and 2004 were located outside of the United States. We generated
11.8%, 14.2% and 15.9%, respectively, of our revenues for each
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year in the three-year period ended December 31, 2004 from
customers in the United Kingdom. In the future, we may
significantly expand our international operations through
geographic expansion and acquisitions.
Marketing and Sales
We market our products and services through our global sales
force. Our sales efforts are generally aimed at senior
purchasing executives, chief information officers and other
primary decision makers within a potential customer
organization. Our global sales force is organized along three
lines: industry, geography and major account coverage. Our
direct sales teams concentrate on developing new hub customers
within a particular industry, focusing on the retail, consumer
products, high-tech and automotive sectors, and region, as well
as increasing the utilization and penetration of existing
trading communities. Our telephone sales professionals focus
primarily on signing up new spoke customers around a particular
hub customer. Our sales teams are supported by a team of
technical sales and marketing support personnel who assist in
the sales process as needed. We have approximately 210
marketing, sales and sales support personnel.
Our direct sales cycle for hub customers typically takes
approximately six to nine months from initial contact to
contract signing. Approvals by decision makers from various
branches of a potential customers organization are often
required before a purchase can be completed. The sales cycle for
telephone sales varies from several days to approximately three
months. We believe the ability of our telephone sales team to
address a large number of trading partners of our hub customers
in a short time period differentiates us in the trading
community sales process.
Our marketing activities are designed to enhance our brand name
and the market awareness of our products through advertising,
press releases and other media. We have product managers
dedicated to each of our product lines who, together with our
marketing communications group, focus on the development of and
increasing awareness of specific products and services that we
offer.
Customer Service
We view our relationships with customers as long-term
partnerships in which customer satisfaction is crucial. For this
reason, we apply an integrated approach to our sales, marketing
and customer service functions. Through our customer
relationships, we are able to achieve an in-depth understanding
of a customers evolving transaction management
infrastructure requirements and levels of service satisfaction.
We believe that we provide superior customer service in terms of
timely and accurate responsiveness. Based on these
relationships, we are also able to pursue new revenue generating
opportunities and provide product and service improvements for
both new customers and customers previously overlooked or not
adequately addressed.
We maintain a customer service center at our headquarters in
Gaithersburg, Maryland and customer service centers and/or
customer service representatives in various locations in Europe
and Asia to support customers on a regional basis and to provide
local technical support as necessary. Our customer service
center in Gaithersburg also provides support to our other
customer service centers and customer service representatives.
Our customer service representatives, in the United States and
elsewhere, include both call analysts, who are trained to
identify and analyze customer problems, as well as skilled
technical support teams trained to resolve complex technical
problems.
Competition
We compete with numerous companies both nationally and
internationally. Our competitors include large companies with
substantially greater resources than us that compete in many
market areas and small specialized companies that compete in a
particular market niche. We also compete with the internal
programming and information technology staffs of some major
companies.
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Our ability to compete successfully depends on multiple factors,
both within and outside of our control. The principal factors
are:
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quality of service, including the reliability and quality
of the products and services we offer; |
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technical functionality, including delivery of innovative
solutions and our speed in developing and bringing to market the
next generation of products and services; |
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price; and |
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customer service, including our responsiveness,
availability and flexibility. |
We believe that our solutions are generally competitive with
regard to each of these factors.
Competition for our services ranges from large corporations to
integration suites offered by software vendors and smaller
technology consulting firms. We compete with paper-based
communications, direct leased-line communications, fax-based
solutions, public exchanges and other EDI service providers,
including Inovis, Sterling Commerce and other, smaller
companies. We also compete with providers of products and
services based on alternative technologies to EDI such as IBM
and Cyclone Commerce.
Our software products also compete with the products offered by
Sterling Commerce, Inovis, IBM, SeeBeyond and Vitria.
Data Processing Infrastructure
We operate three data centers, located in Ohio, Hong Kong and
The Netherlands. These data centers service customers on a
regional basis and house our data processing infrastructure. Our
computing infrastructure primarily operates on one of three
systems: IBM z Series OS, UNIX or
Mark III®. Mark III® is a legacy operating
system we developed that runs on mainframe computers
manufactured by Bull, S.A. We are in the process of
migrating our EDI operations that currently run on Mark
III® to other platforms. We are also in the process of
evaluating migration of our customers to other, more open
systems, such as Linux. We believe that our data processing
infrastructure is sufficient to cost-effectively meet demand for
the foreseeable future and to increase capacity as needed.
Our telecommunications infrastructure is a high-speed digital
network that connects us to our customers and facilitates the
transport of multiple protocols via private lines and the
Internet. In the United States, our primary provider is AT&T
with Equant serving as a backup provider. In Europe, Equant is
our primary provider with AT&T serving as a secondary
provider. We also engage additional providers in these and other
jurisdictions, mainly in Asia. Our network providers provide us
with diversity and enable us to further enhance the reliability
and quality of our services for our customers.
In operating our data processing facilities, we have developed
both capacity-planning and disaster recovery policies and
practices. Our capacity planning operation monitors usage and
trends and projects the capital resources needed to satisfy
future needs. It performs this role for both our data processing
and network communications infrastructure. We are party to
disaster recovery agreements that provide alternative off-site
computer systems for our UNIX, NT and IBM-based processing
operations in the event of a disaster. For our Mark
III®-based processing operations, we have a separate
disaster recovery site as well as contingency plans which
provide for the shifting of our processing operations among
different segments of our Ohio data center and our data center
in The Netherlands, if necessary. We have also taken precautions
to protect ourselves and our customers from events that could
interrupt delivery of our transaction processing services. These
precautions include, among others, backup power generation
equipment, fire protection and physical security systems and an
early warning detection and fire extinguishing system.
Product Development
Our product development cycle is driven by technological
evolution of new standards for the electronic exchange of
information and compatibility with third-party software. To
remain competitive, we are required to incorporate advances in
technology and standards into our products continually. In
addition, we must ensure
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that our solutions are able to function with the latest versions
of the third-party software that may be used by some of our
customers. We schedule development for our products and services
on a six to twelve-month cycle from inception to rollout. We
have dedicated product development teams for each major product
line. However, a common development process, focused on the
quality of our products and services, is deployed across all
development efforts. Our solutions focus on the reduction of
defects, application reliability and on-time delivery. All new
solutions are developed on the UNIX platform with development
tools using Java and C++ programming languages. A separate,
dedicated team of engineers focuses on the study and
introduction of new transaction technologies such as XML, and
new types of Internet communications protocols, such as SOAP and
AS2.
In 2002, 2003 and 2004, we had expenditures of approximately
$15.2 million, $9.1 million and $14.4 million,
respectively, for research and development activities. In
addition, we spent $26.9 million, $19.9 million and
$14.7 million during 2002, 2003 and 2004, respectively, on
the development of internal use software, which we capitalized.
Although most of our products are developed internally, from
time to time we have in the past, and may in the future, acquire
software from or invest in companies or businesses that offer
products or services that are complementary to our offerings.
On November 8, 2004, we announced a strategic partnership
with webMethods, Inc. to jointly resell, develop and market
end-to-end business integration solutions. The agreement will
allow businesses to collaborate more effectively with their
global vendors and partners. Central to the strategic
relationship will be the use of webMethods Fabric, a leading
suite of business integration software, in our Trading
Gridsm.
Alliances and Joint Ventures
Our PartnerGrid Program is designed to extend the value of the
solutions we deliver to our global customer base. We partner
with the worlds leading technology specialists to help our
customers accomplish their business goals more quickly and
effectively. Our partners provide software and hardware
technology or consulting and implementation services to
complement our industry-leading solutions.
We generally enter into partnerships with four types of partners:
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Strategic Partners. As a key player in the business to business
technology market, we maintain strategic relationships with the
most influential software, hardware, consulting and
implementation companies in the world. Strategic partners are
selected according to their ability to assist us in delivering
industry-leading solutions that streamline cross-enterprise
business processes. We collaborate with the leading technology,
consulting and system integrators to develop strategic alliances
that bring increased value to our global customer base.
Strategic partnerships are formed with companies that bring
unparalleled depth to solutions across multiple industries and
multiple technologies. |
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Solution Partners. We form partnerships with leading industry
solution providers that train their experts to sell and deliver
powerful, repeatable solutions built around our solution set.
The Solution Partner program offers referral and reseller
partnerships for service and software solutions designed to
increase partner profitability and customer satisfaction.
Partners receive extensive tools and resources to enhance the
delivery of high-value solutions to our global customer base.
The goal of the program is to develop the highest-quality
distribution channels to serve our global customer base. Our
Alliance Managers work with Channel Partners to build sales and
marketing programs. The top partners may have access to
co-marketing funds to ensure that the alliance delivers
renewable customer value. |
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Technology Partners. We partner with experienced software and
hardware providers to provide best-of-breed solutions for our
customers. These companies complement and enhance the value
delivered to customers that use our solution sets. We work with
leading technology vendors to complement and increase the value
delivered by our solution sets. We join with some of the
worlds leading hardware and software technology providers
to develop business solutions that deliver sustainable customer
value. |
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Standards Organizations. We recognize that leadership in
deploying and managing business process networks (or e-commerce
solutions) requires leadership in standards organizations. Many
of these |
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organizations also offer test and certification programs to
demonstrate that clients experience the fastest time to
production with predictable results. |
In addition to our PartnerGrid Program, we have also partnered
with various entities to form joint ventures outside of the
United States to assist with the marketing and implementation of
our products and services in a particular geographic region. For
example, we have a joint venture with ABN AMRO Capital
Investment Asia Limited to provide our products and local
Transact Services in China. These partnerships are in addition
to our foreign subsidiaries that provide marketing and
implementation services in many countries.
Intellectual Property
To protect our intellectual property rights, we rely primarily
on a combination of copyright, patent and trademark laws, trade
secret protection and contractual provisions. We also routinely
enter into nondisclosure and confidentiality agreements with our
employees, contractors, consultants, vendors and customers to
protect our proprietary rights. We have various rights to
patents, trademarks, copyrights, trade secrets and other
intellectual property directly related to and important to our
business. We currently hold four United States Patents:
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United States Patent No. 5,627,972 entitled A system
for selectively converting a plurality of source data structures
without intermediary structure into a plurality of selected
target structures. The invention behind this patent
relates to a data interchange system and, more particularly, to
a computer application that is adapted to communicate and
translate data between various computer systems involving
dissimilar data formats or structures. This patented technology
is used in our Application Integrator software product. |
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United States Patent No. 6,671,728, entitled Abstract
Initiator. The invention behind this patent relates to a
method for decoupling a transfer protocol from a central file
transfer system. |
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United States Patent No. 6,678,682, entitled Method,
System and Software for Enterprise Access Management
Controls. The invention behind this patent provides for a
centralized access management service that allows multiple
applications to define and register a standard access control
schema. |
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United States Patent No. 6,850,900 entitled Full
Service Secure Commercial Electronic Marketplace. The
invention behind this patent relates to an online electronic
marketplace that facilitates transactions between suppliers and
buyers, transforming supplier data into a generic format and
allowing suppliers to update their data. |
As part of our recent effort to expand our patent portfolio, we
have filed 24 patent applications that improve upon our
technology. In addition, as part of our acquisition of HAHT
Commerce, in February 2004, we acquired three U.S. patent
applications, which are not of material importance to our
business and are being allowed to lapse. We hold registrations
on trademarks and service marks on 23 separate marks that have
been registered in a number of jurisdictions that we owned at
the time of the recapitalization. All of these registered marks
are related to legacy or discontinued products and services, and
are not of material importance to our business. We acquired, as
part of our acquisition of HAHT Commerce, 17 separate marks that
have been registered in a number of jurisdictions, none of which
are of material importance to our business. In addition, we have
applied for registration of two additional marks that relate to
products we currently market. We also acquired the rights to one
additional Canadian and two U.S. registered trademarks as part
of our acquisition of the Celarix assets in June 2003, none of
which are of material importance to our business. Our policy is
to apply for patents with respect to our technology and seek
trademark registration of our marks from time to time when
management determines that it is competitively advantageous and
cost effective to do so. We have also been granted licenses for
a number of third-party software products for our own use and
for remarketing to our customers. Further, we believe that our
unpatented research, development and engineering skills also
make an important contribution to our business. We do not
believe that any one single patent, patent application or
license is material to the success of our business as a whole.
However, in the aggregate these patents applications and
licenses are material to our business.
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In connection with the recapitalization, General Electric
assigned, licensed or sublicensed, as the case may be, to us all
intellectual property rights owned by General Electric that were
used by us to operate our business. We also entered into a
separate agreement under which General Electric granted us a
license to use the GE monogram trademark on a non-exclusive,
royalty-free basis. We have ceased using this trademark and the
license has terminated.
Employees
As of March 1, 2005, we had approximately 1,360 full-time
employees worldwide, including approximately 970 technical
personnel engaged in maintaining or developing our products or
performing related services, approximately 210 marketing, sales
and sales support personnel and approximately 180
administrative, finance and management personnel. We also have
approximately 90 call analysts and customer service support
technicians worldwide. To attract and retain desired personnel,
we offer competitive compensation and benefits packages and
strive to maintain excellent employee relations. None of our
U.S. employees are represented by a labor union. We have not
experienced any work stoppages and consider our employee
relations to be good.
In connection with our proposed acquisition of
G International, all of the employees of
G International in the United States will become our
employees as of April 1, 2005 and we will enter into an
agreement with G International pursuant to which
G International will compensate us for the services
provided to it by these employees.
Item 2. Properties
We lease approximately 342,000 square feet of office space for
our corporate headquarters located in Gaithersburg, Maryland.
This lease expires in April 2014. However, we have the option to
renew this lease for an additional 10 years, through April
2024, followed by two five-year renewal options. General
Electric has guaranteed all of our obligations under this lease.
In connection with the 2002 recapitalization, our indirect
parent, Global Acquisition Company, was required to either
replace General Electric as the guarantor or to indemnify
General Electric for any obligations it may have under its
guarantee. In place of such a guarantee or indemnity, we
provided a letter of credit for General Electrics benefit,
in the amount of $7.5 million, under our revolving credit
facility. As of December 31, 2004, approximately 60% of our
office space is vacant and we are actively seeking to sublease
some or all of this space.
Our main data center is a 104,000 square-foot facility located
in Cleveland, Ohio. We also operate a 54,000 square-foot data
center in Amsterdam, The Netherlands, and a 12,000 square-foot
data center in Hong Kong, China. Other than our Ohio data
center, which we own, our data centers are leased. These leases
expire at various times between 2007 and 2013.
In addition, as of December 31, 2004, we had six sales
offices in the United States and 14 sales offices in 11 foreign
countries. We also maintain a customer service center at our
headquarters in Gaithersburg, Maryland to support our customers
in the Americas, and customer service centers and/or customer
service representatives in various locations in Europe and Asia
to support customers on a regional basis. We currently have
sufficient space to meet our needs.
Item 3. Legal and Other
Proceedings
We are and may from time to time in the future become subject to
legal proceedings and claims which arise in the normal course of
our business. These routine litigation matters are usually
settled or defended, depending on the circumstances of each
claim. While any legal proceeding has elements of uncertainty,
we do not believe, based on historical experience, that the
amount of any liability incurred in connection with these types
of claims would have a material effect on our financial
condition or on the results of our operations.
Item 4. Submission of
Matters to a Vote of Security Holders
Not applicable.
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PART II
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Market for Registrants Common Equity, Related
Stockholder Matters and Issuer Purchase Of Equity Securities |
Not applicable.
Item 6. Selected Financial
Data
The following table presents our selected historical
consolidated financial information. The historical consolidated
financial information as of December 31, 2003 and 2004 and for
each of the fiscal years ended December 31, 2002, 2003 and
2004 has been derived from, and should be read together with,
our audited consolidated financial statements and the
accompanying notes included elsewhere in this annual report. The
selected financial data as of December 31, 2000, 2001 and
2002 and for the years ended December 31, 2000, 2001 and
2002 have been derived from our audited consolidated financial
statements, not included in this annual report.
The financial data set forth below should be read together with
Managements Discussion and Analysis of Financial
Condition and Results of Operations.
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2003 | |
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2004 | |
| |
|
| |
|
| |
|
| |
|
| |
|
| |
| |
|
(in thousands of dollars) | |
|
Operating Data:
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
Revenues
|
|
$ |
565,655 |
|
|
$ |
464,179 |
|
|
$ |
|