Golden points from Glen on today's CC:
1. The STAC certification opens doors for European business even though it's a French cert. Very well respected and IMSC distributors consider the cert a catalyst for new sales throughout Europe.
2. Customers have only had two choices for the last 20 years and now they have a better choice backed by the Certs, Approvals, and obvious advantages. The B220 should sell itself.
3. Shooting for 100 million of the 300 million ETD sale pie.
4. The qualification testing ended in June for baggage and it should be pretty soon we hear.
5. "Today we are in decision makers offices. We have had successful trials at a number of facilities, and of the three major freight properties in the world, we have sold to one, have been added to the preferred vendor list of another and are actively engaged with the third." Boom!!!!!!!!!!!!!!!!
6. "We expect this trend to accelerate [companies replacing old ETD's], as the deadline approaches. Faced with this, our competitors have been making very aggressive offers to keep their clients in the fold. However, the accounting still works in our favor and the meeting with the customer earlier this year we were able to demonstrate that their savings and switching to Implant Sciences and Systems would allow them to completely recover their investment in less than 4 years. By that estimate the competition can give a way their equipment and [the B220] still cost much less over the life of the system."
7. Institutional coverage: "Last year no one covered us, today we are followed by two firms and we believe more are on the way."
8. "We are pleased to report that as of today we have sold a total of over 100 B220 systems [instead of the 50 that was predicted in the last CC]. You want to talk about difference from last year, our backlog today is greater than our entire FY 2012 revenue."
9. "The ultimate change from last year’s Implant Sciences to this year is this. A year ago, we had a lot of goals with no proof we could reach any of them. Today, we have the proof as evidenced in the approvals we have received and the sales that we have made."
10 France airports have banned radioactive devices giving IMSC a potential home run because their "tech is well received" and could gainin all of the ETD business at the 136 airports!!!!!
11. Hector Giraldo has hit the ground running with a tender for 20 airports in a country in South America. He is a successful industry veteran that knows the business inside out, knows the best distributors, and has extensive relationships with the business and government community. Home run hire!
12. Sales staff has been bolstered and 33-35 of the 74 employees working for the company are in R&D. Innovative products on the horizon.
13. $5 to $6 million in revenues a quarter to be at EBITDA break even point. " [A]nd with the pipeline that we see the opportunity available to us, all the things that we’ve discussed on this call, the approval process in place, we believe we are near that opportunity to that [By June 2014].
14. New markets: stadiums, events, .............
