We market our Training and Simulation Division products to all branches of
the U.S. military, international militaries, federal and local governments,
municipal transportation departments, research institutions, private organizations,
and public safety groups. Municipalities throughout the U.S. are using our vehicle
simulators and use-of-force products, and our penetration in Asia, Europe and
the Americas continues through the use of commissioned sales agents and regional
distributors.
We have long-term relationships, many of over twenty years’ duration,
with the U.S. Air Force, U.S. Navy, U.S. Army, U.S. Marine Corps, Department
of Homeland Security, and most major U.S. Department of Defense training and
simulation prime contractors and related subcontractors. The quality of our
customer relationships is illustrated by the multiple program contract awards
we have earned from many of our customers.
We market to a diverse array of customers. We believe we have achieved significant
success in this market; however, we are modifying our products to better meet
commercial/industrial demands. In addition, we are refocusing marketing efforts
internationally on the heels of our GREENS and MHEES programs. Specific efforts
include attendance at international trade shows, establishing international
sales channels, establishing networks within the U.S. commercial service, and
an increase in outbound marketing efforts designed to drive potential customers
to our solutions.
Over ninety percent of revenues are attributed to existing customers with new
requirements or referrals of new customers from our existing customer base.
This customer loyalty is closely tied to our technical solutions, our on-time
delivery and quality of product metrics (consistently 98% or greater).
The principal customers for our lithium batteries were the Israel Ministry
of Defense, Elbit, Israel Aircraft Industries, Aeronautics, and Thales. The
principal customer for our soldier power systems was the U.S. Army.
We market our marine safety products through our own network of distributors
in Europe, the United States, Asia and Oceania. We market our lights to the
commercial aviation industry through an independent company that receives a
commission on sales.
