Replies to post #6887 on VirTra Inc (VTSI)

[gemmerling]

Charlie - IMO many of FATS contracts are from customers that FATS has done business with for years and they probably haven't looked into any newer technology also many of the deals FATS has been announcing recently they probably have been working on for years. I am more concerned about the new RFP's coming out because I would expect them to soon request 360 - degree technology which only Virtra can provide. Here is a FATS interview I posted awhile back that describes the sales cycle. Of course if Virtra gets the FAST track sole source contract mentioned in the CC this month and also gets on the GSA this month they should get many deals relatively quickly.

What is the marketing strategy this is a huge market and as a small company how do you reach this audience?

It is a very complicated marketing cycle because we have to deal directly with the users, the soldiers, commanders at the bases, the Pentagon as well as capital hill and the marketing process is very long it takes sometimes two or three years to bring an order to fruition because you create the demand with the user then you have to work with the user to get it funded or the department of defense it doesn’t take a lot of people to do that it just takes a long time and you obviously have to see the right people who push the buttons in Washington similar to the UK and other parts of the world. We also respond to tenders in some cases which are more often then not the case in the Middle East and Asia and obvious that is just a case of responding to the tender and determining the requirements and bidding on the playground. The interview also talked about FATS very high debt load and they also said they improved their graphics.


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[KauaiPI]

Charlie2~sorry I seem to have left you off the "reasonable" folks list ..my error~ I always appreciate people who stay on subject and discuss the merits ...and the cons of the board's subject (VTSI)

KP, I thought it was interesting. I've seen FATS getting a pretty fair share of contracts, but it seems like their follow up must be a bit shaky. Of course maybe they are selling through a 3rd party and really don't have much contact with the end user. It's going to be very important for our guys to be responsive to our customers, and I hope we don't outgrow our ability to do that.

best!
kp