zeynoc-Dr. Jones is also the marketing director so I think its safe to say, he knows what the size of the opportunity is in front of this company. When marketing people speak of "pipelines" they are indicating "interest", not active tenders or rfps or rfqs. Security product sales are hard to predict and view points on the size of market are simply snaps taken at any given time. Govs. only buy when the wolf is two steps from the door. I remember smoking a cig. at the airport gate where a friend was arriving. I just walked into the airport, strolled to the gate, lit up and waited...that was then, before the wolf was born.
From my point of view, the tsa assumes the wolf is around back or on the roof or clawing through the cellar door. They indicate that through who they test and place onto their qpl. In terms of etd, they buy from everyone on that qpl. There is no doubt about that. Further to that point, the qpl spot is now segregated between etd units that address current substances and or achieve certain levels of detection and older etd units that do not. IMSC does, smith's and morpho units do not.
Larger picture, the entire concept of random and or back up swabbing for etd is kaput in both arenas of use. The tsa uses a swab when it has a suspicion of something or it selects a random passenger. In the cargo domain, swabbing is even more futile but used at an increasing frrequency, in my opinion. I believe its safe to say that tsa knows this and is moving as fast a federal budgeting will allow to change that. There is NO salesman alive who is going to change that, but there are a few terrorists who might hasten that, unfortunately. Dr. Jones is not just director of sales, he's the marketing mastermind who knows everyone who is an active customer or might become one. But he is not god who can command sales where there is no budget to buy said product. From a long position, to my thinking the key questions are, how much/how soon? I believe tsa will issue an idiq for a large amount over a few years and smiths might not receive any purchase requests for their current model on the qpl. But of course, this is a hopeful guess and at this point in time, not much more can be said.
Best of Luck to all IMSC Longs!
