LS-16 – Global Market overview
2016-06-07
Topics
Overview
Competition
Market OEM & Retrofit
Proceed?
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Aerospace
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Overview
Customer options
Customers have four options for high intensity searchlight providers, these traditionally start with the long
term industry leaders Boeing Spectrolab SX-16 set against three main challengers, two of which are
relatively new, Thommen HSL1600 from Switzerland, Trakka 800A from Australia, whilst the other main US
product is the Luminator LS16.
A recent newcomer to the searchlight market, with approvals from Bell, Airbus Helicopters and Sikorsky, is
St. Petersburg based Russian company, Transas Aviation (TAV).
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Aerospace
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Market OEM & Retrofit
OEM’s
The four are not strictly comparable:  The Trakka product produces only half of the nominal light output of the others but is new cool technology.
 The Thommen is one self contained system. Everything including the cables and connectors, power supplies and
slaving boxes is in the weight calculation for the weight and balance calculation of the aircraft. Uniquely if you
remove the light you remove everything except the control connector, all the others leave behind a residual weight
penalty and greatly reduce EMC issues. Thommen thinking is that most operators do have 80% of their flight time
without the need for a searchlight on board due to weight and aerodynamics issues. The current searchlights like
the Spectrolab SX16 and XP16, the Luminator LS16 and the Trakka 800A the operator has to fly all the weight of
the separate boxes and installation equipment all time even the searchlight itself if off the aircraft. In the case of
the Trakka 800 Thommen say that customers are flying about 10 Kg [22 pounds] even if the Trakka Searchlight
itself is off the aircraft. In the case of the world standard SX16 about 15Kg [33 pounds] dead weight is there even
while the light is on the shelf in the hangar. Originally the searchlight was a Russian design but Thommen in
Switzerland reworked it and although there is a Russian version production of the unit is wholly Swiss from parts
that are sourced in the West thereby assuring the integrity of the product into Western defence markets. Weighing
64.4lbs [29.2kg] the price is the same as the main opposition from Spectrolab ($35K).
The Spectrolab SX-16 and the Luminator SX-16 are the most directly comparable.
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Aerospace
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Performance Expectation
Performance
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Q1 off budget $966K
Q2 will be down to budget by $833K
Q3 & Q4 will recover to budget
$2M risk to budget due to JAMCO A380 program delays
Events Impacting Q1 and Q2
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Searchlights will remain down forecast due to depressed energy market resulting in lower demand
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Bell Helicopter Delayed program start into FY18 (down $500K)
New deliveries pushed
Low utilization of existing aircraft means lower spares requirements ( down $400K)
Spares orders down from previous years
Some customer pushed out orders into Q3 and Q4
Over stocking by major customers have impacted Q1 and Q2.
Boeing demand from Securaplane slower than forecasted but trending up for Q3 and Q4
Anticipated Opportunity
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©2016 | Luminator
Aerospace
Team identified $5.5M+ risk mitigation stretch goals of which $2.7M has a 90% + probability
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Performance Expectation
Performance




Q1 off budget $966K
Q2 will be down to budget by $833K
Q3 & Q4 will recover to budget
$2M risk to budget due to JAMCO A380 program delays
Events Impacting Q1 and Q2

Searchlights will remain down forecast due to depressed energy market resulting in lower demand







Bell Helicopter Delayed program start into FY18 (down $500K)
New deliveries pushed
Low utilization of existing aircraft means lower spares requirements ( down $400K)
Spares orders down from previous years
Some customer pushed out orders into Q3 and Q4
Over stocking by major customers have impacted Q1 and Q2.
Boeing demand from Securaplane slower than forecasted but trending up for Q3 and Q4
Anticipated Opportunity

©2016 | Luminator
Aerospace
Team identified $5.5M+ risk mitigation stretch goals of which $2.7M has a 90% + probability
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Pursuits & Opportunities
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As a direct result of the refinancing, we are now receiving multiple opportunities at
Boeing across three platforms (777X/737MAX/787)
Engaged distributor specializing in defense contracts to increase slow moving
product revenue
Developing opportunities at Airbus commercial for A330 Crew Rest lighting through
Zodiac and TTF Aerospace
Jamco Tokyo wins 777X ! Working with them to supply Galley and Lav products
Working with Singapore Airlines to use A380 BC seats on A350 for new and retrofit
Working with Delta Airlines for using our Running Man signs for 777 refresh
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Aerospace
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Pursuits & Opportunities
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EZAir – Embraer E2 Lavatory Sign and Switch - program value as
bid $1.6M
Zodiac Driessen – COMAC C919 Galley Program – Galley Light value $761K as bid on 507 aircraft
American Airlines 757 and 777 Fleet Economy Seat Prox Lights –
valued at $3M over next 4 years
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Aerospace
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Boeing Proposals – 777X/787/737MAX
Program
Value
Won/
Loss
Estimated
Start Date
777X Logo Light
$5M
WON
May 2018
777X MCL/Exit Sign Package – Master Call Lights Used to Signal Cabin Crew
$30M
TBD
May 2018
777X Emergency Overhead Light – Used to Light Up the Cabin Aisle Escape Path
$19M
TBD
May 2018
777X Discrete Mixed Lighting Package
$15M
TBD
May 2018
777X Ground Maneuver Camera System (GMCS)
$6M
TBD
March 2018
777X PAX Signs – Passenger Information Signs
TBD
TBD
TBD
737MAX Master Caution Display Annunciator
$22M
TBD
May 2018
737MAX Exit Door Light – Used to Light the Escape Slide Egress Path
$1.5M
TBD
August 2018
787 WELS Boeing Direct Buy – Wireless Emergency Lights and Signs
$2M
TBD
January 2017
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Aerospace
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Strategic Initiatives
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Expand Seat Product Content
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Get in the Cockpit
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Lighting Controllers
Seat Actuation
Specialized Storage
IFE Interfacing Controllers/Annunciators
Flight Deck Lighting
Panel Lights and Switches
Broaden Aftermarket Content
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©2016 | Luminator
Aerospace
Identify and analyze products to retrofit with LED products
Find “problem” products and develop customer relationship for retrofit
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Strategic Initiatives - Concepts
VIP Products (Flush Mounted Reading Light)
Flight Deck Lighting
Cockpit Panel Switches
Sensors
Sensors
Seat Lighting
Control Unit
Storage Bin with “Forgotten Item” Sensing
©2016 | Luminator
Aerospace
Seat Actuation
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Strategic Initiatives

LED Searchlights - Increase Share of Shrinking Searchlight Market
Build on PRESIDENTIAL HELICOPTER visibility to replace competitors
 Combine LED light head with new Apache base to offer “Advanced
Technology”, “Cutting Edge”, “Best in Class”, “Next Generation” products
 Position ourselves for market turn-around
Already significant interest from Sikorsky (Blackhawk), Airbus (H135/H145) and
Finmeccanica (AW139)
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Expand in Marketplace – Penetrate VIP/MRO Supplier Market
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Specialized Products
Initial success with GDC here in Dallas
©2016 | Luminator
Aerospace
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Strategic Initiatives - Concepts
Hall-Effect non-contact rotary position sensor
Brushless DC Motor
Total Internal Reflection (TIR) Optical Lens
Presidential Helicopter LED Head
Apache NexGen Base
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Aerospace
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Steven Boyd
Vice President Sales
May 31, 2016
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Aerospace
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