Sensor Platforms & Technology Uses: A Marketing Strategy

Project Advisor

Name of Second Reader Dr. Glen Brodowsky

c

Date

CALIFORNIA STATE UNIVERSITY SAN MARCOS

PROJECT SIGNATURE PAGE

PROJECT SUBMITTED IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE DEGREE

MASTER OF BUSINESS ADMINISTRATION

PROJECT TITLE: Sensor Platforms & Technology Uses, A Marketing Strategy

AUTHORS: William Stimsom

PRESENTATION DATE: 8/10/2016

THE PROJECT HAS BEEN ACCEPTED BY THE PROJECT COMMITTEE IN PARTIAL FULFILLMENT OF THE REQUIREMENTS FOR THE DEGREE OF MASTER OF BUSINESS ADMINISTRATION.

Name of Project Advisor Dr. James Hammerly

Sensor Platforms &

Technology Uses: A Marketing Strategy

Prepared for

Forward Slope, Inc.

Prepared by

William Stimson

August 4, 2016

TABLE OF CONTENTS

1.0 EXECUTIVE SUMMARY ........................................................................................................... V

2.0 ANALYSIS & APPROACH ............................................................................................................. VII

3.0 FORWARD SLOPE INC. INFORMATION ...........................................................................................1

3.1 COMPANY PROFILE ........................................................................................................................1

3.2 STRATEGIC FOCUS AND PLAN ...........................................................................................................1

3.2.1 Mission ..............................................................................................................................1

3.2.2 Goals .................................................................................................................................1

3.2.3 Core Competency and Sustainable Competitive Advantage .................................................2

4.0 SITUATION ANALYSIS ....................................................................................................................2

4.1 MOBILE SURVEILLANCE SYSTEMS OVERVIEW .......................................................................................2

4.2 PRODUCT MIX & VARIATIONS ..........................................................................................................3

4.2.1 ForTRAK .............................................................................................................................3

4.2.2 ForSEA ...............................................................................................................................4

4.2.3 ForCOMM ..........................................................................................................................4

4.2.4 Enlarged Conex Command & Control Structure ....................................................................5

4.3 POTENTIAL PRODUCT ALTERATIONS OR NEW TECHNOLOGY .....................................................................6

4.3.1 Anomaly Sensing Artificial Intelligence ...............................................................................6

5.0 EXISTING PRODUCT SERVICES: INTELLIGENCE OVERVIEW ..............................................................7

5.1 UGANDA .....................................................................................................................................7

5.1.1 Uganda Situation ...............................................................................................................7

5.1.2 Uganda Outlook .................................................................................................................8

5.2 LEBANON ....................................................................................................................................8

5.2.1 Lebanon Situation ..............................................................................................................8

5.2.2 Lebanon Outlook ................................................................................................................9

5.3 PHILIPPINES ............................................................................................................................... 10

5.3.1 Philippines Situation ......................................................................................................... 10

5.3.2 Philippines Outlook .......................................................................................................... 10

5.4 BANGLADESH ............................................................................................................................. 11

5.4.1 Bangladesh Situation ....................................................................................................... 11

5.4.2 Bangladesh Outlook ......................................................................................................... 11

5.5 MOZAMBIQUE ........................................................................................................................... 11

5.5.1 Mozambique Situation ..................................................................................................... 11

5.5.2 Mozambique Outlook ....................................................................................................... 12

5.6 CAMEROON ............................................................................................................................... 12

5.6.1 Cameroon Situation .......................................................................................................... 12

5.6.2 Cameroon Outlook ........................................................................................................... 13

6.0 INDUSTRY ANALYSIS ................................................................................................................... 13

6.1 PORTER’S FORCES ....................................................................................................................... 13

6.1.1 The Threat of New Entrants .............................................................................................. 14

6.1.2 The Bargaining Power of Suppliers .................................................................................... 14

6.1.3 The Bargaining Power of Buyers ....................................................................................... 15

6.1.4 The Threat of Substitutes: ................................................................................................. 15

6.1.5 Rivalry Among Existing Competitors ................................................................................. 15

6.1.6 Opportunity for Cooperation and Complements ................................................................ 16

6.2 PORTER’S FORCES SUMMARY ......................................................................................................... 16

7.0 MARKET SEGMENTS ................................................................................................................... 17

7.1 EXISTING PRODUCTS & CURRENT TARGET MARKETS ............................................................................ 17

7.1.1 Defense Security Cooperation Agency ............................................................................... 17

7.2 POTENTIAL NEW TARGET MARKETS: U.S. GOVERNMENT ..................................................................... 20

7.2.1 United States Counter-Terrorism & Intelligence Agencies .................................................. 22

7.2.2 Defense Threat Reduction Agency ..................................................................................... 23

7.2.3 United States Customs & Border Protection ...................................................................... 24

7.2.4 United States Coast Guard ................................................................................................ 28

7.2.5 United States Navy ........................................................................................................... 30

7.2.6 United States Marine Corps .............................................................................................. 34

7.2.7 United States Army .......................................................................................................... 37

7.2.8 United States Air Force ..................................................................................................... 42

7.2.9 United States Special Operations Command ...................................................................... 45

7.3 DIRECT SALES TO FOREIGN GOVERNMENTS ....................................................................................... 51

7.3.1 Opportunities ................................................................................................................... 51

7.3.2 Considerations for Direct Commercial Sales to Foreign Governments ................................. 52

7.3.4 Potential New Foreign Nation Leads ................................................................................. 53

7.3.5 Information Sources For Direct Foreign Sales Research ...................................................... 54

7.4 POTENTIAL NEW MARKETS: COMMERCIAL ........................................................................................ 56

7.4.1 Environmental and Natural Resource Protection ............................................................... 56

7.4.2 Bird Strike Prevention ....................................................................................................... 58

7.4.3 Bird and Bat Protection .................................................................................................... 61

7.4.4 Drone Detection ............................................................................................................... 64

7.4.5 Oil & Gas Industry ............................................................................................................ 68

7.4.6 Mining Industry ................................................................................................................ 70

7.5 TOTAL ADDRESSABLE MARKET ....................................................................................................... 72

7.5.1 Total Addressable Market Analysis ................................................................................... 73

7.6 GROWTH PROSPECTS ................................................................................................................... 74

7.6.1 Overall Radar Industry...................................................................................................... 74

7.6.2 Security & Surveillance Radar Industry .............................................................................. 74

7.6.3 Bird Strike Prevention Radar Industry ............................................................................... 74

7.6.4 Drone Detection Radar Industry ........................................................................................ 75

7.6.5 Summary of Potential Growth .......................................................................................... 75

8.0 BRANDING CONSIDERATIONS ..................................................................................................... 76

8.1 POINTS OF DIFFERENCE................................................................................................................. 76

8.2 BRAND POSITIONING ................................................................................................................... 76

8.2.1 Current ............................................................................................................................ 76

8.2.2 Proposed .......................................................................................................................... 76

8.3 BRAND NAMING ......................................................................................................................... 81

8.3.1 Current Brand Names ....................................................................................................... 81

8.3.2 Proposed Brand Names .................................................................................................... 81

8.4 BRAND VISUALS.......................................................................................................................... 83

8.4.1 Proposed Brand Logo Concepts ......................................................................................... 83

8.4.2 Product Series Logos and Advertisements ......................................................................... 83

8.5 BRAND SEARCH ENGINE OPTIMIZATION ............................................................................................ 86

8.5.1 Branding & Search Engine Optimization ............................................................................ 86

9.0 MARKETING PROGRAM .............................................................................................................. 87

9.1 PRODUCT STRATEGY .................................................................................................................... 87

9.1.2 Price Strategy ................................................................................................................... 87

9.1.3 Promotion Strategy .......................................................................................................... 88

10.0 SALES & DISTRIBUTION STRATEGY ............................................................................................ 94

10.1 U.S. GOVERNMENT CONTRACTING ................................................................................................ 94

10.2 COMMERCIAL SALES & DISTRIBUTION ............................................................................................ 94

10.3 U.S. COSTING & PRICING ............................................................................................................ 95

11.0 IMPLEMENTATION PLAN ........................................................................................................... 95

11.1 METHODOLOGY ........................................................................................................................ 95

11.2 STRATEGIC PLANNING PROCESS .................................................................................................... 96

11.2.1 Step 1: Mission and Objectives ........................................................................................ 96

11.2.2 Step 2: Environmental Scanning ...................................................................................... 96

11.2.3 Step 3: Strategy Formulation .......................................................................................... 97

11.2.4 Step 4: Strategy Implementation .................................................................................... 98

11.2.5 Step 5: Evaluation & Control ........................................................................................... 98

12.0 RECOMMENDATIONS ............................................................................................................... 99

12.1 MARKET MOBILE TRAILERS AND SIMILAR SURVEILLANCE PRODUCTS TO ADDITIONAL U.S. GOVERNMENT

ENTITIES ......................................................................................................................................... 99

12.2 ENTER COMMERCIAL MARKETS WITH EXISTING MOBILE TRAILERS ........................................................ 99

12.3 ENTER DRONE DETECTION MARKET ............................................................................................. 100

12.4 IMPLEMENT BRANDING AND PROMOTION STRATEGY ....................................................................... 100

APPENDIX A: SUMMARY OF FUTURE POTENTIAL SYSTEM ROLES IN NEW MARKETS ......................... 101

APPENDIX B: LIST OF COMPETITORS ............................................................................................... 103

APPENDIX C: SUMMARY LIST OF OPPORTUNITIES ........................................................................... 112

APPENDIX D: COSTING & PRICING ANALYSIS ................................................................................... 123

REFERENCES .................................................................................................................................. 124

TABLE OF FIGURES Figure 1: The ForTRAK Version 1 design ........................................................................................................................ 3 Figure 2: The ForSEA Version 1 design ........................................................................................................................... 4

Figure 3: The ForCOMM Version 1 design ..................................................................................................................... 5 Figure 4: The design for ForTRAK, ForSEA, and ForCOMM Version 2 systems .............................................................. 5 Figure 5: Tactical Remote Sensor System (TRSS) ......................................................................................................... 35 Figure 6: The increasing prevalence of bird strikes from 1990 to 2012 ....................................................................... 59 Figure 7: Detect, Inc.’s Merlin bird hazard detection Radar system ............................................................................ 59 Figure 8: Two of Accipiter’s mobile bird protection radar systems .............................................................................. 62 Figure 9: Accipiter’s System Network Architecture for its Bird Deterrence Capability................................................. 64 Figure 10: Drones are an increasing threat to prisons ................................................................................................. 65 Figure 11: Robin Radar’s Elvira drone detection radar ................................................................................................ 67 Figure 12: Total Addressable Market by Industry7.6 Growth Prospects ..................................................................... 73 Figure 13: A comparison of Compound Annual Growth Rates for radar industry ....................................................... 76 Figure 14: Concept for mobile trailer ForTRAK logo .................................................................................................... 83 Figure 15: Concept for mobile trailer ForSEA logo ....................................................................................................... 84 Figure 16: Concept for mobile trailer ForCOMM logo. ................................................................................................ 84 Figure 17: Concept for mobile trailer ForSIGHT Series logo ......................................................................................... 85 Figure 18: Concept 1 advertisement for mobile trailer series name proposal, ForSIGHT ............................................ 85 Figure 19: Concept 2 advertisement for mobile trailer series name proposal, ForSIGHT ............................................ 86 Figure 20: Illustration of a Pull Marketing Model for FSI ............................................................................................. 90 Figure 21: Porter’s Generic Strategies ......................................................................................................................... 97

1.0 Executive Summary This report encompasses a variety of potential new business opportunities for Forward

Slope, Inc.’s (FSI) mobile surveillance systems. These include the ForTRAK for land,

ForSEA for maritime, and the ForCOMM and Conex C2 structure for command &

control (C2). These systems are easily moved, repurposed, or scaled up from a single

platform to an integrated network, providing a common operating picture of the

surrounding environment. FSI seeks to be an industry leader in engineering and

surveillance solutions by expanding mobile systems into additional markets.

A potential upgrade for the trailer systems is the integration of anomaly

sensing artificial intelligence software, which would amplify the existing capabilities by

recognizing abnormal activity and alerting system operators. This technology is

emerging into the surveillance realm and is likely to become standard before long.

FSI currently deploys these systems in the nation of Uganda, but also holds

U.S. government contracts for fixed surveillance sites elsewhere. Open-source

intelligence analysis indicates Uganda will continue to be a priority for U.S. government

assistance because of the prevalence of Al-Shabaab in the region. Lebanon is also an

area being pursued by FSI for static surveillance stations and is likely to have continued

U.S. assistance because of the terror group ISIS. The Philippines also has a promising

outlook for continued assistance because of the conflict with China over territorial

waters. Cameroon suffers from the terror group Boko Haram and is likely to keep

inviting U.S. assistance. Bangladesh has some business from FSI, but is not a good

candidate for indefinite assistance because of the relatively low priority threat to the

U.S. Another nation with terror problems is Mozambique, but it is also a relatively low

priority for the U.S., meaning funding for this nation may be discontinued.

An analysis of the general surveillance industry using the Porter’s Forces

approach reveals the threat of new entrants is low, meaning FSI is in a good position as

an industry incumbent. The bargaining power of suppliers is neutral because, while

some equipment is specialized, much of it is commercially available, making this

neither a plus nor a minus for FSI. The bargaining power of buyers is high because of

the specialization required for each job and the high degree of competition. The threat

of substitutes such as sentries and patrols is neutral because, while these are widely

used, the equipment offers advantages over them and is often preferred by clients if

feasible. Rivalry among competitors is high because of the limited market share

available for these systems, which hurts profitability prospects for all. The opportunity

for cooperation among these companies is neutral; though some collaborate, many also

compete and these two factors cancel one another out. On a three-part scale ranging

from: ‘Not Good’ to ‘Good’ to ‘Excellent,’ the overall potential for continued

profitability in this sector is scored as ‘Good’ because many of the factors cancel one

another out and competition is fierce, yet FSI is in a good position to compete.

FSI’s existing target market is composed of capacity building projects from

the Defense Security Cooperation Agency (DSCA) facilitated through Space and Naval

Warfare Systems Command (SPAWAR), but these contracting efforts should be

expanded to more DSCA programs, the Defense Threat Reduction Agency (DTRA),

various U.S. counter-terrorism and intelligence agencies, U.S. Customs and Border

Protection (CBP), the U.S. Coast Guard, and various Program Executive Officer (PEO)

initiatives under the Navy, Army, Marine Corps, Air Force, and Special Operations

Command (SOCOM).

Outside of the U.S. government, existing systems can be marketed

commercially to foreign nations, as well as the oil & gas and mining industries. Systems

could also be modified to enter other markets such as wind farm and industrial plant

bird and bat protection, bird strike prevention for airports, and drone detection.

The overall radar industry average Compound Annual Growth Rate (CAGR)

is 12.43%. The security and surveillance radar industry is less than half this at 5.97%.

The CAGR calculated from annual damage in the bird strike prevention industry is

2.81%. However, the drone detection CAGR is approximately twice the industry

average at 23.89%. Bird strike prevention and drone detection also have the largest delta

between Total Addressable Markets (TAM) and fulfilled demand, though the latter

once again shows more promise because of fewer substitutes.

Recommendations for FSI are for it to broaden its U.S. government

contracting efforts across more agencies and military branches. Also, it would be

beneficial to sell commercially to foreign nations, beginning with those where the

relationship exists because of FSI’s military contracts. Of all the markets, the drone

detection industry is the most promising, showing a higher CAGR than all others and

stated by SOCOM and CBP exerts as being a top priority. Lastly, a branding and

promotion strategy is integral to developing recognition and expanding to more target

markets commercially.

2.0 Analysis & Approach The end result and final deliverable for Forward Slope, Inc. (FSI) is a marketing plan for

its ForTRAK, ForSEA, ForCOMM, and Conex C2 platforms, which are products in its

Border and Coastal Surveillance (BCS) line and the current Maritime Surveillance

Systems (MSS) contract with Space and Naval Warfare Systems Command (SPAWAR).

A thorough study of these platforms and their history is required in order to select the

best future marketing strategy.

This report is not meant to be read cover-to-cover, but rather used as a guide for

further decision making. The study lists the most promising market options according

to research and data and provides amplifying information on each. There are many new

business opportunities and these can be used as a starting point for further engineering

and feasibility discussions at FSI. However, this study also offers several recommended

courses of action, highlighting markets the data indicates may offer the best chances for

increased profitability.

For this study, first all existing data from FSI internal systems was examined.

This includes all marketing efforts to date, as well as data on the systems, customers,

and any other relevant information contained in company files. This was all analyzed in

order to prepare questions for FSI leadership and employees and also to enhance

knowledge and fill information gaps.

Once all information from both data and individual interviews was gathered

from within FSI, the research moved to external sources. Industry experts on

surveillance systems were consulted throughout the process in order to better identify

specific requirements.

All of this information was put together and analyzed, with sources being

revisited when clarification or enhancement was required. This analysis led to

conclusions and recommendations contained in this marketing plan.

1

3.0 Forward Slope Inc. Information

3.1 Company Profile

Forward Slope Incorporated (FSI) is a technology and services company, which

specializes in engineering and technology services. Founded in 2002, the company is

privately owned and has experienced steady growth for well over a decade.

FSI splits its business between the commercial and government contracting

sectors. With expertise in both engineering and associated technology, FSI is able to

design physical products and outfit them with tailored software solutions.

Though Forward Slope Incorporated participates in several industries and sub-

industries, the primary focus of this study are its actions for its ForTRAK, ForSEA, and

ForCOMM mobile trailer platforms, as well as the Conex C2 structure, which are all

under a program sometimes referred to as Maritime Surveillance Systems (MSS) or

Boarder & Coastal Surveillance Systems (BCS), which falls primarily under the

engineering services industry.

These platforms, outfitted with an array of sensor systems and associated

software applications, are the focus of this program and of this study. The systems are

sold to various entities, including foreign governments by means of a U.S. government

foreign military sales program, which assists U.S. partner nations in capacity building

by supplying them with equipment to better defend their borders, coastlines, and

territories. The BCS program will be the primary focus of this study.

3.2 Strategic Focus and Plan

3.2.1 Mission

The specific mission of this Forward Slope Inc. (FSI) program is to market its mobile

surveillance systems, consisting of the ForTRAK, ForSEA, ForCOMM, and Conex C2

versions, as well as potential variations using the same technology, to government

bodies or private entities requiring the unique situational awareness capabilities they

provide. Utilizing FSI’s existing technology and expertise to serve more markets will

allow it to better leverage its capital and resources.

3.2.2 Goals

For the next five years, FSI wants to achieve the following goals.

Nonfinancial Goals:

2

1. To retain its present market share, be an industry leader, and maintain contracts

for the ForTRAK, ForSEA, ForCOMM, and Conex C2 systems.

2. To enter new markets with the ForTRAK, ForSEA, ForCOMM, and Conex C2

systems, or variations using the same technologies.

3. To bring in new technologies to make FSI the best company and the most

competitive in the industry.

Financial Goals:

1. To cut costs on the production of the ForTRAK, ForSEA, ForCOMM, and Conex

C2 systems, in order to have more competitive pricing options.

2. To find a price point for the ForTRAK, ForSEA, ForCOMM, and Conex C2

systems.

3.2.3 Core Competency and Sustainable Competitive Advantage

FSI provides a variety of services in the engineering realm, but the Maritime

Surveillance System (MSS)/Border & Coastal Surveillance (BCS) program highlights

FSI’s core competencies of systems integration and software development.

FSI’s unique focus is on custom-engineered solutions from design to

implementation. The engineers who design the relevant systems are also the ones who

install it and train host nation forces in its use, providing these workers a unique full-

scope expertise. By leveraging this robust knowledge, existing technology, and

proprietary designs with real-world lesson learned, FSI is in position to corner the

mobile surveillance solutions market.

4.0 Situation Analysis

4.1 Mobile Surveillance Systems Overview

FSI runs a sophisticated sensor product program to fulfill U.S. national defense

contracts. This program is referred to as the Maritime Surveillance System (MSS) or the

Border & Coastal Surveillance (BCS) program is a U.S. government initiative run by the

military whereby the U.S. provides partner nations with the means to better defend

their borders and coasts. These systems are currently platforms, which combine a

multitude of sensor types for the purpose of increasing situational awareness of host

nation military or police forces. This is accomplished through a radar system and day

and nighttime cameras. Though the systems can be hard-installed in a static location,

the mobile version is one of the company’s most sought after products.

3

4.2 Product Mix & Variations

FSI deploys a primary MSS/BCS mobile system composed of a variation of different

unit types. These are the three mobile trailer systems, ForTRAK, ForSEA, and

ForCOMM, which each come in both Version 1 and Version 2 variations. There is also a

larger conex box Command & Control (C2) unit available. All of these units can be

combined to scale up to an integrated system providing a comprehensive situational

awareness picture.

4.2.1 ForTRAK

The ForTRAK is a platform of sensor systems with the primary purpose of surveillance

on land. It is designed around a mobile trailer setup. Its sensor systems are composed of

both day and night cameras, as well as radar. These systems are contained on the trailer

platform, which can be pulled behind a vehicle and then stabilized by four extendable

legs, which can be planted to set it in place.

The ForTRAK Version 1 (shown below in Figure 1) is a lighter variation with no

attached structure. This is good for requirements where the system will be left

unattended a monitored from another C2 structure, such as the ForCOMM or Conex C2

structure.

The ForTRAK Version 2 follows the standard Version 2 design (shown in Figure

4) and includes a removable attached shelter structure. This version is useful as a stand-

alone surveillance product or can be integrated into a larger network and monitored

from a C2 unit. The Version 2 provides more versatility, but is also slightly larger and

heavier than Version 1.

Figure 1: The ForTRAK Version 1 design

4

4.2.2 ForSEA

The ForSEA is a platform of sensor systems similar to the ForTRAK, but built primarily

for coastal surveillance. ForSEA also has day and night cameras, but its radar is

designed for a maritime environment. It is built on a trailer setup as well, and also has

four legs, which can be extended to stabilize it in a stationary position for use.

The ForSEA Version 1 (shown in Figure 2 below) is a system with no attached

shelter unit, but which has a maritime radar system that can be raised by means of a

scissor lift. Like the ForTRAK, this version is good for being left unattended and

monitored from an integrated C2 unit like the ForCOMM or Conex C2 Structure.

The ForSEA Version 2 sports the standard Version 2 design shown in Figure 4

and has an attached shelter structure that is removable. This is a good stand-alone

maritime system or it can be integrated into a larger network. Like the ForTRAK

Version 2, its optional shelter makes it more versatile and able to be scaled from a single

unit to as large an integrated network as required.

Figure 2: The ForSEA Version 1 design

4.2.3 ForCOMM

The ForCOMM system is primarily a command and control unit, which is used to

monitor ForTRAK and ForSEA units. It is designed to coordinate and collect sensor data

from deployed ForTRAK and ForSEA systems.

ForCOMM Version 1 (shown in Figure 3 below) has none of its own sensors and

it meant purely as a mobile C2 unit for controlling and integrating data from deployed

ForTRAK and ForSEA systems. It is useful when this functionality is all that is desired.

Version 2 of the ForCOMM follows the same design of all Version 2 systems, as

shown in Figure 4. This system differs from the previous version in that in addition to

the shelter that is now removable, it can also be outfitted with sensors, making it

5

potentially interchangeable as a sensor platform itself. This makes it possible to use this

also as a stand-alone system or able to scale up to match any need.

Figure 3: The ForCOMM Version 1 design

4.2.4 Enlarged Conex Command & Control Structure

FSI also has a slightly larger version of the command center features provided in the

ForCOMM unit. The Conex C2 Structure is roughly twice as large as the ForCOMM

unit and is fashioned out of a conex box and is thus, easy to ship anywhere by sea, air,

or land. This version is not readily mobile like the trailers, but rather, it is made to be a

temporary C2 rather than a mobile one like the ForCOMM. This unit is a good fir for

situations where a slightly larger C2 space is desired and it will remain for several

weeks, months, or years.

Figure 4: The design for ForTRAK, ForSEA, and ForCOMM Version 2 systems

6

4.3 Potential Product Alterations or New Technology

Though the ForTRAK, ForSEA, and ForCOMM have much success and future viability,

the particular requirements of specific entities needing surveillance or situational

awareness capabilities mean that slight variations might be needed to fulfill a particular

need. An example may be a particular consumer requiring a longer-range radar system,

while another consumer is content with short-range radar but desires an enhanced

daytime camera capability. FSI’s competitive advantage exists in its ability to take these

many different devices and integrate them with excellent coordination software to

provide an overall enhanced view of areas covered by the systems. Altering the

platforms themselves, or providing variations of equipment capabilities will not change

this advantage, but may result in gaining additional business by becoming a better

option for other who currently require such capabilities.

4.3.1 Anomaly Sensing Artificial Intelligence

One potential variation of the product is the incorporation of artificial intelligence video

analytics systems. According to InfoMine, a mining information and news website,

artificial intelligence-based video analytics may be moving into mining security soon.

(Infomine.com) Currently, the mobile trailer platforms contain technological

subsystems such as cameras, thermal sensors, and radar arrays. FSI’s development

process already conducts a Trade Studies and Analysis of Alternatives (AoA) study to

determine which subsystem components will best fulfill the customer’s requirement.

This video analytics by artificial intelligence capability is available as a subcomponent

that can be retrofitted onto existing camera systems. This means it is likely easy to

integrate onto most video camera systems, such as those used on the ForTRAK, ForSEA,

and ForCOMM platforms.

Avigilon is a company that provides such a product. Their Rialto video analytics

appliance can be sold independently of camera systems and integrated into existing

surveillance systems. The Rialto is installed with existing High Definition surveillance

cameras and begins to learn the ‘norms’ of its surrounding environment. If something

violates that norm, such as unusual biological movement in a restricted area, the system

alerts security personnel. (avigilon.com) Its ability to see and detect changes through all

cameras at once give it an edge over the easily distracted human eye. According to Dr.

Mahesh Saptharishi, Senior Vice President of Analytics and Data Science for Avigilon,

“Eliminating human error is a key driver behind bringing Artificial Intelligence to

security through intelligent video analytics.” (Saptharishi) This product, or one of its

7

competitors, could help better differentiate FSI’s systems even more than they presently

are and also give them a head start into the likely direction surveillance systems are

shifting to in the future, through the use of artificial intelligence.

5.0 Existing Product Services: Intelligence Overview The existing surveillance platforms, ForTRAK, ForSEA, and ForCOMM, are provided

through the U.S. government to partner nations as part of a program for those countries

to bolster their own security capacity. FSI currently plans to deliver these mobile trailer

systems to the nation of Uganda, however, it is delivering a variety of fixed surveillance

systems to other nations such as The Philippines, Bangladesh, and Lebanon. While there

are no current plans to deliver mobile systems to these nations, it is possible they may

desire them in the future and FSI’s incumbency as a surveillance equipment provider

would give it an advantage in this regard because of the proven system performance

and personal relationships created during the government contracting opportunity. FSI

is known to these nations in which it has contracted, potentially laying the path for

future direct commercial sales.

For the purposes of analyzing the current market for all FSI’s systems, it is useful

to better understand their strategic purpose. To accomplish this, unclassified open

sources consisting of news feeds, country studies, and others were analyzed in order to

paint a an overview of each nation’s security concerns and the U.S. interests in

providing assistance via the surveillance systems.

5.1 Uganda

5.1.1 Uganda Situation

The Republic of Uganda is a landlocked country in the Southeastern portion of Africa. It

has many security concerns typical of countries in this region, including armed gangs,

anti-government militias, and fighting among rival ethnic groups. (CIA World Fact

Book) However, the primary reason for U.S. security interest in this area is the existence

of several transnational terror groups, which threaten America’s national security.

The Lord’s Resistance Army (LRA) is one such group that has gained

prominence is past years. Led by Joseph Kony, this group is infamous for its violent

atrocities, as well as high profile use of child soldiers. (Global Security) Though the

LRA’s local regional focus does not pose a direct threat to U.S. national security, the

group attracted international attention through its brutal tactics, raising media ire about

8

human rights violations and spurring president Barack Obama to sign an act promising

political, military, and economic assistance to Uganda for the purposes of curbing the

LRA’s actions. (Forest, 2014) The LRA recently shrunk in numbers, capability, and

prominence largely due to U.S. military assistance. However, a June 13, 2016 report

from The Wall Street Journal states Uganda is discontinuing efforts by its troops to hunt

and track Joseph Kony and the LRA. (Bariyo, 2016)

Another group that concerns both Uganda and the U.S. is the terror group Al-

Shabaab, an Al-Qaeda affiliate, which is primarily based in the nearby nation of

Somalia, but threatens the entire region. Al-Shabaab is aggressive in attacking Western

interests in this region of Africa and are very prominent on the list of U.S. security

concerns. According to a CNN report, there are approximately 50 U.S. troops operating

against Al-Shabaab in and around Somalia. (Starr, May 12, 2016) According to Foreign

Policy Magazine, these troops are Special Operations Forces (SOF) operating in a joint

effort with Ugandan Peacekeepers to quell Al-Shabaab as part of the African Union

Mission in Somalia. (McLeary and Rawnsley, May 13, 2016) U.S. forces currently have a

mandate against transnational terror, of which Al-Qaeda affiliates are a high priority.

5.1.2 Uganda Outlook

FSI’s current Ugandan Military Elevated Persistent Surveillance System Enhancement

(EPSS) effort, which includes the ForTRAK, ForSEA, and ForCOMM systems is in

support of the African Union Mission in Somalia (AMISOM), which has a mandate to

counter Al-Shabaab. The recent announcement of the Ugandan government to cease

pursuit of the Lord’s resistance Army due to perceived lack of support may hamper

U.S.-Ugandan capacity building relations and efforts in the short-term. However, Al-

Shabaab is a clear and persistent threat in the area and will likely remain a priority of

U.S. and Ugandan defense efforts. Considering the terror threat and the increased

commitment of U.S. troops to the region, the probability of continuing need for

advanced situational awareness systems is high.

5.2 Lebanon

5.2.1 Lebanon Situation

Lebanon is a site where fixed sensors are desired instead of mobile, for the time being.

A primary reason for this is the concern that they could be stolen by the terror group

known as the Islamic State (ISIS). Lebanon sits with its entire Western coast along the

9

Mediterranean Sea and its North and Eastern edges bordering Syria. Lebanon has many

of its own security issues, but its proximity to Syria exacerbates its already poor security

position. Protected by the Lebanese Armed Forces (LAF), the country is high on the U.S.

government’s list of countries of concern. According to TheNation.com, U.S. Special

Operations Forces (SOF) have a presence in Lebanon. (Turse, 2015) The CIA World Fact

Book lists human trafficking trade and illicit drug production as two main concerns for

the country. The Council of Foreign Relations adds to this with the list of terror groups,

such as the Shiite militia, Hezbollah, and the Palestinian group, Hamas. (cfr.org)

The situation with Hezbollah is heating up in the early summer months, with

legislation by the U.S. was enforced by the Lebanese Central Bank, resulting in

prohibiting banks from dealing with any groups linked to the terror group. According

to Bloomberg, The Lebanese Central Bank has ceased business with all charities and

businesses associated with Hezbollah, crippling the group’s funds and likely triggering

an explosive attack on Bom Bank, one of the country’s main financial institutions. (Abu-

Nasr, D. and Litvan, L., June 14, 2016) This situation elevates the risk of any U.S.

personnel on the ground in Lebanon beyond its normal elevated danger level.

However, currently the greatest threat in the region is the terror group ISIS, also

referred to as ISIL by the U.S. government. ISIS is currently very active in both Iraq and

Syria, but the shared border with Syria makes it very likely there are ISIS elements

inside Lebanon as well. TheNation.com describes SOF elements within Lebanon and

with these forces engaged so heavily against ISIS in other nations, it is likely they are

assisting the LAF in protecting Lebanon’s own borders against the group.

5.2.2 Lebanon Outlook

FSI’s Lebanon Border Surveillance Security (BSS) program is designed to assist the

Lebanese government in protecting its borders and ISIS likely poses the largest threat to

these borders. ISIS continues to be driven back in Iraq and to an extent in Syria as well.

This may force the group to seek shelter in locations not deemed open combat zones,

making Lebanon a likely location and meaning the threat to its borders is unlikely to

disappear in the near-term. Therefore, the chances of the U.S. government continuing

the Lebanon Border Surveillance Security (BSS) program is high.

10

5.3 Philippines

5.3.1 Philippines Situation

The Philippines is an island archipelago located east of Vietnam, between the Philippine

Sea and the South China Sea. The nation faces many threats at any given time, including

insurgencies by the New People’s Army, a Maoist-based group, and tenuous relations

with ethnic Moros in the south. (CIA World Fact Book) The nation is also a popular area

for transnational terrorists, who use the decentralized nature of its many islands for

training and seclusion. The porous security amongst the many islands also makes this a

popular route for smuggling, particularly illicit drugs.

In addition to the threats from the aforementioned non-state actors, The

Philippines is also party to a territorial dispute with China and Taiwan. Both nations

claim sovereignty over the Scarborough Reef. These nations both claim several of the

Spratly Islands, which are also disputed by Malaysia, Taiwan, and Vietnam. However,

in these complicated claims, China is the primary adversary because of its powerful

Navy and the aggressive means it protects the disputed territory. On June 14, 2016 a

Chinese Coast Guard vessel chased away several Philippine nationalists that attempted

to plant a Philippine flag on the Scarborough Reef. (Mogato, 2016, Jun 13) Control of the

waters surrounding these contentious territories means much for shipping routes of

crude oil and other goods that may be required to alter routes and increase transit time

and fuel consumption as a result. Natural gas resources have also been discovered in

the area, which is another primary reason for all of the claims. This territorial dispute

has both countries monitoring one another’s movements with great scrutiny.

5.3.2 Philippines Outlook

The territorial dispute with China and to a lesser extent, Taiwan, Malaysia, and

Vietnam is of great concern to the Philippines because of the money involved in transit

and natural resources. Though this dispute has been simmering for some time, it is

reaching a new intensity in recent months. China’s aggressive tactics may escalate it to a

boiling point in the near future. If this happens and China wins, the Philippines is likely

to maintain or increase its Maritime Security Initiative (MSI), which consists of fixed

FSI-installed surveillance stations on the Island of Palawan. Palawan is located several

miles east of the disputed Spratly Islands and if China forces its way into this area, the

Philippines will likely be even more concerned over its sovereign territory. If the

Philippines wins the dispute, it will likely also maintain the surveillance stations to

ensure China or the other contenders do not reattempt taking the islands. Essentially,

11

the Philippines are likely to have many future surveillance needs and FSI would be wise

to market to them however it can.

5.4 Bangladesh

5.4.1 Bangladesh Situation

Bangladesh is a developing country in South Asia. Political turmoil engulfed the

country over the past two decades, causing instability for the government and strife for

the populace at large. The nation has many issues, including maritime a boundary

dispute with India to the west and Myanmar/Burma to the east. The nation’s poor

economy means many of its resources are allocated away from security, making it a

haven for smuggling all manner of goods, especially illicit drugs produced in nearby

countries and transited through Bangladesh’s porous borders and inadequately secured

ports. (CIA World Fact Book) These issues make maritime surveillance of India,

Myanmar/Burma, and smugglers a priority for both Bangladesh and the United States,

who has an interest in regional stability and stemming the flow of illicit drugs, which

often fund terrorism.

5.4.2 Bangladesh Outlook

Over the past decade, the U.S. government assisted Bangladesh much in its security

endeavors, including helping them stand up a Naval Special Operations capability and

FSI-facilitated sensor arrays on some of their Naval small craft. These efforts are

unlikely to stop abruptly, but Bangladesh is so poor that at any given time, U.S.

assistance may shift more to other areas such as financial and food assistance or natural

disaster relief. The Bangladeshi government is very poor and unlikely to be willing to

purchase any additional systems without U.S. government assistance. Therefore, while

current efforts in Bangladesh are good, FSI should not count on extensive future

surveillance initiatives or selling commercially to the government. These are always

possibilities, but there are more obstacles in Bangladesh than many other nations.

5.5 Mozambique

5.5.1 Mozambique Situation

Mozambique is located on the east coast of Africa, bordering the Indian Ocean. The

nation has been plagued by on and off civil war for many years and the security

situation remains somewhat tenuous. It is also a transit area for illicit drugs such as

cocaine from South America and hashish and heroin from South Asia (CIA World Fact

12

Book) However, with a poor economy and low government stability, Mozambique

remain dependent on the U.S. for much of its aid, including security assistance.

5.5.2 Mozambique Outlook

Though Mozambique is riddled with security issues and currently receives capacity

building assistance from the U.S. government, this may be shifted at any time as

priorities change. There are other countries, some even in Africa, with security issues

more pertinent to U.S. national security objectives, such as transnational terrorism. This

is a good current opportunity for FSI, but U.S. assistance may shift at any time and

Mozambique by itself will likely not see buying commercial systems as a priority.

There are also reserves of natural gas off the coast of Mozambique, which are

owned and operated by major oil companies. These rigs are very valuable and may also

require security and surveillance for their safety, which introduces another possibility

for commercial business. (Olson, Mattioli, and Raice, Mar 2016)

5.6 Cameroon

5.6.1 Cameroon Situation

Cameroon is located on Africa’s west coast and has one border along the Gulf of Guinea

and the South Atlantic Ocean. The nation is relatively stable politically and enjoys good

agriculture opportunities and oil, which give it a good economy, especially when

compared to other countries in the region. (CIA World Fact Book) However, it faces

challenges with terrorism in the form of Boko Haram, a group operating primarily in

Nigeria and northern Cameroon. However, in March of 2016 Boko Haram operatives

reportedly began moving deeper into Cameroon, raising the overall terror threat.

(Kindzeka, Sep 22, 2016)The Boko Haram danger also exacerbates the situation in the

Lake Chad Basin, an area near the borders of Cameroon, Nigeria, Chad, and Niger

where scores of refugees are gathered and continuously harried by the terror group,

which is also responsible for driving many there in the first place. (United Nations

News Centre, Sep 25, 2015)

Cameroon also suffers from troubles caused by Biafran separatists. In early 2016,

these separatists hijacked a tanker of the Nigerian coast, raising the concern level for the

entire region. (Maritime Executive, Feb 1, 2016)

13

5.6.2 Cameroon Outlook

Boko Haram is a high priority for U.S. counterterrorism officials and is likely to attract

continued funding from the U.S. to Cameroon for security and capacity building

assistance. The nation is also relatively well off financially, so there is an opportunity for

FSI approach them with commercial business in the future. This could include FSI’s

mobile trailer systems, even if they are not included in the U.S. capacity building efforts,

as these could be used to defend many different areas or portions of the border at need.

6.0 Industry Analysis

6.1 Porter’s Forces

In order to more closely examine the industry and sub-industries in which the

ForTRAK, ForSEA, and ForCOMM systems reside, it is useful to engage in Porter’s Five

(and Sixth) Forces analysis.

In 1979 Michael Porter developed the five forces model while teaching at

Harvard Business School. The model helps break down the five main factors that help

determine a business’ potential to be profitable: the bargaining power of suppliers, the

threat of new entrants, the bargaining power of buyers, the threat of substitution, and

rivalry among competitors. By rating the each of these factors, low, neutral, or high the

company can be better analyzed. Low or neutral scores mean that particular factor is

not as much of a threat. However, a high score in any one of the factors can mean a

major industry obstacle stands in the way of potential profitability. An additional force

was added in the 1990’s by Yale professors Adam Brandenbuger and Bare Nalebuff.

This new force is ‘complements and cooperation,’ which helped explain strategic

alliances and complementary products. This sixth force is the only one that improves

the strategic outlook when it is scored high; increased cooperation and/or

complimentary products both improve the chance of profitability. (Arline, Feb 18, 2015)

In conducting a forces analysis, first the industry itself must be defined. FSI is in

the engineering systems and defense industry. However, this encompasses many other

aspects of the company’s business that are not within the scope of this study.

Therefore, the study will focus on the sub-industry in which these systems are

best defined and this is the sensor and radar industry. This sub-industry is composed of

any portable systems outfitted with radar and other sensor equipment, which provide

surveillance or situational awareness capabilities. Each factor will be rated on a scale of

three, from worst (Not Good for FSI), to better (Good for FSI), to best (Great for FSI).

14

Then, the overall potential for profitability will be scored on another scale of three from

worst (Not Good Potential for Future Profitability), to better (Good Potential for Future

Profitability), to best (Great Potential for Future Profitability).

6.1.1 The Threat of New Entrants

Threat: Low (Great for FSI)

Mobile surveillance platforms are highly specialized and contain proprietary designs,

often tailored to a particular customer by means of a government contract. There are

few companies with the capability to create these systems and fewer still with the

requirement to do so. The research and design costs are large as well. Therefore, those

companies with the requirement, capability, and capital to engage in mobile

surveillance systems are few and far between, making the threat of new entrants low.

6.1.2 The Bargaining Power of Suppliers

Threat: Neutral (Good for FSI)

Mobile surveillance systems are often composed of various pieces of equipment not

manufactured by the company who develops the surveillance solution. Examples of this

are the camera, radar, and communication systems, which are all so highly specialized

that it would be unusual for a company to develop and manufacture on its own.

The company will often need to get the requirement for what type of camera,

radar, and communications capabilities are required and then go out to specialized

manufacturers for each specific component. Because of the unique technical

requirements for each piece of equipment, as well as the small amount of companies

with the capability to produce them, suppliers of these devices have significant power.

However, this power is offset by two factors. First, the normally high desire for

the suppliers to provide services for the surveillance systems. The market for these type

of devices normally consists of a small set of customers, so any opportunity to gain

business or increase market share is favorable to the companies making these devices;

therefore, if one device company attempts to take a hard position with a surveillance

system producer, it is likely that another would gladly replace them as a supplier.

The second factor that helps lower the power of suppliers is that, despite some of

its equipment being specialized, FSI tries to use as much commercial-off-the-shelf

components as possible. This helps them acquire several suppliers that attempt to bid

one another down to provide these commercially available components.

15

6.1.3 The Bargaining Power of Buyers

Threat: High (Not Good for FSI)

The market for specialized surveillance systems is very niche and those investing in

them are very selective because of the significant investment they are making.

Therefore, these buyers hold a large amount of power, often courting several potential

surveillance system producers at once to see who can deliver the best product at the

lowest cost. This is certainly the formula for seeking government contracts, making this

an almost perpetual buyer’s market, resulting in their high bargaining power.

6.1.4 The Threat of Substitutes:

Threat: Neutral (Good for FSI)

There are many substitutes for mobile surveillance systems. Navy, coast guard, or

border forces are all substitutes and some countries fix static surveillance platforms

along the coast or border. There are also many hand-held versions of night-vision and

thermal devices that these forces can use for coastal patrol. Additionally, many coastal

security sea craft have radar systems. However, the mobile systems have a different

capability that fills in gaps left by aforementioned substitutes. For example, professional

smugglers will eventually learn the range and view of static radar or camera systems

and take advantage of its blind spots or move to a section of coast or border where no

such systems exist. The mobile model defeats this tactic by being able to be moved to

such gaps or any other place where fixed site capabilities are weak or nonexistent.

For situational awareness situations, such as military movements or combat

patrols, a substitute is people posted on the perimeter. However, the mobile

surveillance platforms extend awareness further than the human senses alone. While

numerous substitutions exist, this fact is offset with proper positioning of the mobile

system capabilities, making the threat of substitutions an overall neutral.

6.1.5 Rivalry Among Existing Competitors

Threat: High (Not Good for FSI)

Because of the niche market and small group of customers, as well as the high dollar

value of each contract or account for the systems, competition to gain market share is

exceptionally high. Reputation and capability are major factors in how companies

choose a provider of these systems.

Another important part that makes this factor high are protectionist policies in

many of the foreign countries FSI operates in, which usually favor local companies. FSI

16

should take care to educate itself on the business atmosphere for foreign companies

when entering any other countries for business.

6.1.6 Opportunity for Cooperation and Complements

Opportunity: Neutral (Good for FSI)

These systems in themselves are constructed of completing components, such as the

sensor systems of cameras, thermal images, and night vision devices. However, once

these are put together in the core platform, there are very few other complements to it.

This is partially due to the varied use of the systems; some are used for coastal

protection, while others are taken on military maneuvers for protection against attacks

or ambushes by the enemy. Potential complements to the systems could be specialized

vehicles that enhance or extend the capabilities, or other defense or protection

equipment. However, the variety of uses really makes complements a case-by-case

basis, unless they are tailored to add on or enhance the existing systems.

6.2 Porter’s Forces Summary

1: The Threat of New Entrants: Low (Great for FSI)

2: The Bargaining Power of Suppliers: Neutral (Good for FSI)

3: The Bargaining Power of Buyers: High (Not Good for FSI)

4: The Threat of Substitutes: Neutral (Good for FSI)

5: Rivalry Among Existing Competitors: High (Not Good for FSI)

6: Opportunity for Cooperation and Complements: Neutral (Good for FSI)

Overall Future Profit Potential: Good Potential for Future Profitability

The analysis of Porter’s Forces shows that while the mobile surveillance platform

industry has good future potential for profitability, there are at least two major areas

of concern. The threat of new entrants is low because of the large barriers to entry in the

industry, making this favorable for FSI, who is already well set in this regard. The

bargaining power of suppliers, threat of substitutes, and opportunities cooperation and

complements are all scored as neutral, which is more or less a wash. The bargaining

power of buyers and rivalry among competitors are both scored as high, meaning these

are the primary areas of concern. This does not mean the industry is not profitable;

merely that ample attention and market intelligence efforts must be devoted to buyers

and competitors in order to avoid any missteps that could threaten profitability.

17

The greatest threat from both of these areas combined is that customers will go to

a competitor instead of FSI, The best way to mitigate this risk is to conduct intensive

market research in two primary areas. First, studies should be done on the buying

habits and preferences of customers. Second, competitive intelligence should be

continuously collected on all industry competitors in order to capture any industry

changes, new products, or attempts to lure customers away.

7.0 Market Segments

7.1 Existing Products & Current Target Markets

The current market for the ForTRAK, ForSEA, and ForCOMM systems are to foreign

nations by means of the Foreign Military Sales office, which exists at U.S. embassies

around the globe. This is facilitated by an $80 million U.S. Navy Space and Naval

Warfare Systems Command (SPAWAR) contract providing capacity building to U.S.

partner nations, where FSI is partnered with four other companies: Cambridge

International Systems, Solute, C4 Planning Solutions, and Envistacom. This model is a

good one as it involves contracts facilitated by the U.S. government to install and

service the devices for the various U.S. partner nation governments.

However, because it is tied to current U.S. government initiatives, this

arrangement is also tenuous in that it depends highly upon the objectives and budget of

elected U.S. representatives and their appointed staffs. Therefore, every Congressional

and Presidential election has the possibility to tip the balance of priorities away from

foreign nation capacity building. Having this as the sole market risks losing all business

at once, necessitating diversification through alternative markets.

7.1.1 Defense Security Cooperation Agency

Providing services to foreign nations through the U.S. government ultimately begins

with the U.S. Defense Security Cooperation Agency (DSCA), whose mission is to

facilitate financial, legal, policy, legislative, and programs for U.S. partner nations. This

agency is responsible for many components of security cooperation, including capacity

building and Foreign Military Sales (FMS), among others.

A large portion of FSI’s current business is conducted through FMS. The DSCA

decides what FMS actions are required and then proceeds with acquisition through the

appropriate service branches’ Program Executive Officer (PEO) area. For example,

much of FSI’s contracts are sensor systems, which fall under the military capabilities of

18

surveillance; therefore, the DSCA used the contracting vehicle of the U.S. Navy’s PEO

for Command, Control, Communications, Computers & Intelligence (C4I), the

appropriate funding for such projects, which is administered mainly by Space and

Naval Warfare Systems Command (SPAWAR). The DSCA could have just as easily

used the U.S. Army’s PEO for Intelligence, Electronic Warfare & Sensors (IEW & S), or

the U.S. Air Force’s PEO for Intelligence, Surveillance, and Reconnaissance and Special

Operations Forces (ISR & SOF), or U.S. Special Operations Command’s (SOCOM) PEO

for Special Reconnaissance, Surveillance and Exploitation (SRSE). In some cases, the

equipment might be justified as part of ‘training’ U.S. forces administer to partner

nation forces and a similar program could even be contracted through the U.S. Army’s

PEO for Simulation, Training and Instruction (STRI).

Essentially, the DSCA will analyze its FMS need and tap the most appropriate

PEO from one of the services branches. This might be done according to mission type.

For example, FSI’s current trailer systems include a maritime requirement (ForSEA), so

this might be why the Navy’s PEO C4I was used. However, in all likelihood, DSCA

made the decision according to where it could most easily fund the project. It would be

easy to justify a mostly land-based system with a slight maritime component through

the U.S. Army’s PEO for IEW & S if that was the PEO with the most available funding.

The bottom line with the DSCA is that it will use whichever PEO is most appropriate

for the mission and with those PEO’s covering similar missions for different branches,

whichever of those has the best funding opportunity. Therefore, FSI must search for

opportunities using all of the aforementioned PEO’s of the various service branches and

also keyword search the Federal Business Opportunities website (https://www.fbo.gov/)

for keywords such as ‘DSCA,’ ‘surveillance,’ ‘reconnaissance’ in order to have the best

chance of finding opportunities. The other PEO’s should not be ignored either, as it is

likely some programs that might fit FSI’s strengths are conducted through alternative

PEO’s, such as the Army’s PEO STRI simply because better funding was available and

the requirement could be creatively justified for that PEO mission.

7.1.1.1 Doing Business with The DSCA

DSCA has a plethora of information on its contracting process

(http://www.dsca.mil/contracting/index.html). Businesses can go through interactive

sections that let them view a detailed flowchart of the contracting cycle

https://www.fbo.gov/

http://www.dsca.mil/contracting/index.html

19

(http://www.dsca.mil/contracting/flowchart.html?phase=planning) or go further in

depth to a step-by-step process guide with detailed explanations of each stage.

The DSCA states on its website that all procurement opportunities over $25,000

are listed on the Federal Business Opportunities website (https://www.fbo.gov/) and

that is the primary place the agency is concerned with those contracts. If the DSCA is in

a joint contract through another entity, such as the Navy’s Naval Air Command

(NAVAIR) the solicitation might be listed on NAVAIR’s separate solicitation page as

well as on the Federal Business Opportunities site, but DSCA does not maintain its own

separate site for these high value solicitations. The DSCA does have a separate section

devoted to contracting opportunities less than $25,000

(http://www.dsca.mil/contracting/opportunities.html), but this section of the site is

listed as “Under Construction” and shows no such solicitation information as of the

time of this study.

Some DSCA contracts, as well as other types, are fulfilled through Naval Space

and Naval Warfare Systems Command (SPAWAR). SPAWAR has its own e-Commerce

website (https://e-commerce.sscno.nmci.navy.mil/) under the SPAWAR Contracts

Directorate Office. SPAWAR allows vendors to submit unsolicited proposals (https://e-

commerce.sscno.nmci.navy.mil/) for innovations or ideas that would benefit its mission,

but are not included in traditional contract solicitations.

7.1.1.2 Competition

7.1.1.2.1 Cambridge International Systems, Solute, C4 Planning Solutions, and Envistacom

Forward Slope Inc. currently operates on a joint SPAWAR contract with Cambridge

International Systems, Solute, C4 Planning Solutions, and Envistacom. While each of

these companies is a partner with FSI on the current $80 million foreign nation capacity

building contract, they also comprise some of FSI’s most able competition in the current

security role for FSI’s Maritime Surveillance Systems (MSS)/Border & Coastal

Surveillance Systems (BCS) program. Each company shares the current contract. See

Appendix B: List of Competitors for more details on each of these companies and their

specific strengths and weaknesses.

Website: http://www.cbridgeinc.com/

Website: http://solute.us/

Website: http://www.c4plans.com/

http://www.dsca.mil/contracting/flowchart.html?phase=planning


http://www.dsca.mil/contracting/opportunities.html

https://e-commerce.sscno.nmci.navy.mil/



http://www.cbridgeinc.com/

http://solute.us/

http://www.c4plans.com/

20

Website: http://envistacom.com/

7.1.1.3 Opportunities

In its current role, FSI is taking advantage of many existing opportunities for its mobile

trailer systems, though there are always emerging prospects as well.

7.1.1.3.1 Opportunity 1: Continue Bidding on Capacity Building Projects

FSI is a current trusted partner with the U.S. government and can continue to bid on

contracts much like its current $80 million shared role with SPAWAR. With multiple

contracts and a good track record, FSI is able to compete well using its technology,

expertise, and the government contracting process. However, like all government

programs, funding for these contracts could be cut at any time, so while continuing on

this path is recommended, it is also vital to diversify into additional roles as well.

7.2 Potential New Target Markets: U.S. Government

The capabilities of the mobile surveillance systems are not only advantageous for

foreign governments, but for many components of the U.S. government and military, as

well as select private industries. In the Competition sections of this study, many

systems similar to the ForTRAK, ForSEA, and ForCOMM are highlighted, as well as

who uses them, many of which as U.S. government agency and military entities. This

shows the need for surveillance capabilities within these entities and that the existing

mobile systems or variations might be able to fulfill these needs.

Private industry also has the potential need for systems like the ForTRAK,

ForSEA, and ForCOMM systems. For example, oil companies must go where the oil is

and many of these places are in nations with a high risk to company personnel and

equipment for a variety of reasons. For example, Iraq has an emerging oil business, but

threats from radical insurgent and terror groups pose a constant threat, demonstrating

the need for enhanced situational awareness by means of better surveillance systems.

Mining companies must also go where natural resources exist, which are often in

dangerous areas. Many nations are high in natural resources sought after by mining

companies, yet also have unstable governments with little ability to provide safety and

security to employees and other assets; the companies must mitigate this danger by

investing in considerable security infrastructure. Both oil and mining also share a

http://envistacom.com/

21

common characteristic of having to move to or open new locations, which makes fixed

constructed surveillance systems less desirable and mobile capabilities a smarter choice.

While the current target market is focused on foreign military sales through each

partner nation’s U.S. Mission, there is still value in selling to different parts of the U.S.

government. While overall budget cuts can potentially effect government across the

board, it is likely that some entities will retain better budgets than others, which makes

diversification among U.S. government entities an important initiative.

Within the U.S. military, there are many branches and units with their own

budgets who require the capabilities provided by the ForTRAK, ForSEA, and

ForCOMM systems. Some examples are the U.S. Customs and Border Protection, U.S.

Naval Special Warfare, and U.S. Special Operations Command (SOCOM), to name a

few. Diversification amongst entities such as these is useful, even within the U.S.

government, because U.S. Customers and Border Protection falls under the Department

of Homeland Security (DHS), while Naval Special Warfare and SOCOM fall under the

Department of Defense, which each have their own budgets.

One of the main sites for acquisition information is Acqusition.gov

(https://www.acquisition.gov/), which has many of the policies, stipulations, and other

important links for those seeking to do business with the U.S. government. A non-

government site that is also very useful is Where In Federal Contracting (Wifcon)

(http://www.wifcon.com/), which is a central hub for discussions, information, and

news about the business of defense. This site also has an area it calls Quick Kit

(http://www.wifcon.com/quickit.htm) where it lists many links to all manner of other

websites, both government and not, that deal with federal contracting. Within this area

there are also links to sites that list solicitations.

A website that has some useful defense acquisition information is the Acquisition

Community Connection (https://acc.dau.mil/CommunityBrowser.aspx), where the

Defense Acquisition Workforce gathers in a Community of Practice (CoP) to share

knowledge. This site is vast and has links to many of the other more specific defense

acquisition sites discussed later in this report. (Acquisition Community Connection)

Another website that is useful is the contracting news section of the U.S.

Department of Defense’s website (http://www.defense.gov/News/Contracts). Though it

does not serve the purpose of showing solicitations, this area has a comprehensive

archive of awarded contracts, which could be researched to find opportunities in

specific technologies or in contracts soon coming up for rebid. (DOD Contracts)

https://www.acquisition.gov/

http://www.wifcon.com/

http://www.wifcon.com/quickit.htm

https://acc.dau.mil/CommunityBrowser.aspx

http://www.defense.gov/News/Contracts

22

The Library of Congress has a very useful website and its section on Federal

Government Contracting (https://www.loc.gov/rr/business/contracts/fed3.html#link1)

has many useful links to sources of information and to the vast array of websites that

facilitate government contracting, many of which are mentioned below in this report.

This website may have basic information, but it is useful to help navigate the overly

complex web of U.S. government acquisition websites. The Library of Congress will

update the links to them, providing a reliable and permanent source to find this

information. (The Library of Congress Business Reference Services)

7.2.1 United States Counter-Terrorism & Intelligence Agencies

In addition to all of the aforementioned military and law enforcement components,

there is a large network of well funded, yet shadowy agencies who band together for

the counter-terrorism mission. Many of these agencies work closely with military

components, especially SOCOM, yet most also have their own funding lines and

counter-terror missions as well. While some of these agencies prefer to sit back and

watch the industry, reaching out only when a specific capability or technology interests

them, there are certain gateways into these circles as well.

7.2.1.1 Doing Business with Counter-Terrorism & Intelligence Agencies

Since U.S. Special Operations Command (SOCOM) is the military lead in the fight

against terrorism, doing business with it is an excellent gateway into potential contracts

with the less visible counter-terror and intelligence agencies. Therefore, SOCOM should

be a priority entity to seek contracts for.

There is also an entity called the Combating Terrorism Technical Support Office

(CTTSO), which expedites the procurement of solutions that will help in the fight

against terror. The CTTSO has a Business Practices section to its website

(http://www.cttso.gov/?q=business_process), where it outlines the process and

requirements for learning about and responding to such bids.

A key step in the bidding process for such agencies are going to the Broad

Agency Announcement website (https://www.bids.cttso.gov/) where such

announcements are made and contractors may respond directly after signing up for an

account with the site. With this registration, email alerts are sent out to contractors

interested in such projects. This is somewhat different than the traditional defense

https://www.loc.gov/rr/business/contracts/fed3.html#link1

http://www.cttso.gov/?q=business_process

https://www.bids.cttso.gov/

23

contracting process, requiring quad-charts, white papers, and then full proposals, but it

is a gateway into many U.S. agencies who rarely advertise their needs or presence.

(Combatting Terrorism Technical Support Office)


7.2.1.2.1 Opportunity 1: Create Counter-Drone System and Submit Unsolicited Proposal

Counter-terrorism and intelligence agencies are said to be seeking drone detection

systems. These systems are reportedly highly desired and should be submitted to the

aforementioned Broad Agency Announcement website (https://www.bids.cttso.gov/)

where the business may be funded by agencies otherwise difficult to connect with.

7.2.2 Defense Threat Reduction Agency

The Defense Threat Reduction Agency (DTRA) is charged with keeping Weapons of

Mass Destruction (WMD) out of the hands of terrorists. In order to meet this challenge

there is an enormous amount of effort and many different programs, from tracking

WMD across foreign nations to securing domestic sites from compromise. There are

ample opportunities for businesses to help DTRA with this mission.

7.2.2.1 Doing Business with the Defense Threat Reduction Agency

DTRA has a good portion of information on its website devoted to the contracting

process (http://www.dtra.mil/Contracts/Business-Opportunities/). The agency has

traditional contracting opportunities, which it lists on a dedicated page on its site

(http://www.dtra.mil/Contracts/Business-Opportunities/Current-Solicitations/), but

when they are clicked on to explore further they link back to the Federal Business

Opportunities website (https://www.fbo.gov/), where a search will ultimately turn up

the same results. Still, it is helpful that DTRA keeps their own updated summary of

these opportunities in order to better streamline searches. As with many other

government agencies, DTRA also has solicitations available on the Broad Agency

Announcement website (https://www.bids.cttso.gov/). DTRA is also very open to new

ideas and innovations that may help its mission and for this reason it accepts

unsolicited proposal ideas. Companies are encouraged first to ensure their idea is not

already covered in the conventional contracting methods mentioned above and then

review DTRA’s Unsolicited Proposal Guidelines


http://www.dtra.mil/Contracts/Business-Opportunities/

http://www.dtra.mil/Contracts/Business-Opportunities/Current-Solicitations/



24

(http://www.dtra.mil/Portals/61/Documents/unsolicitedproposalguide.pdf), create the

proposal and then send it directly to their email address (dtra.belvoir.J4-8C.mbx.dtra-

[email protected]), which receives all such submissions.


7.2.2.2.1 Opportunity 1: Submit Unsolicited Proposal for Existing Mobile Trailers

DTRA is charged with a difficult security mission of keeping WMD in safe hands and is

always looking for better ways to accomplish this. While the drone detection option

should also eventually be pursued with them, the ready-to-go ForTRAK, ForSEA, and

ForCOMM could be submitted in an unsolicited proposal, according to guidelines

(http://www.dtra.mil/Portals/61/Documents/unsolicitedproposalguide.pdf), direct to

their aforementioned email address (dtra.belvoir.J4-8C.mbx.dtra-business-

[email protected]).

7.2.3 United States Customs & Border Protection

Among domestic possibilities is the U.S. Customs and Border Protection (CBP) agency,

which falls under the Department of Homeland Security (DHS). According to The Police

Chief, an online Law Enforcement Periodical, CBP employs many other sensor versions

along the U.S. border. The agency’s proponent for these efforts is the Enforcement and

Information Technology (EIT) division, located in Washington D.C. (Williams, 2016)

Accipiter Radar Corporation and Global Technical Systems partnered in 2013 for

a $100,000,000 fixed-price contract with the CBP Office of Technology Innovation and

Acquisition to provide services such as Ultra-Light Aircraft Detection (ULAD).

(PRNewswire.com)

A person who has worked with the CBP on many projects gave insights on

preferred attributes of sensor systems and other priorities. The CBP is currently seeking

counter drone capabilities, but nothing has yet emerged. This presents a major

opportunity for FSI. Also, using trailers is seen as a major advantage, because this

bypasses the usual environmental site surveys required for any fixed installation on

U.S. soil. The aforementioned anomaly sensing artificial intelligence would also be a big

selling point for the CBP.

http://www.dtra.mil/Portals/61/Documents/unsolicitedproposalguide.pdf

mailto:[email protected]





25

7.2.3.1 Doing Business with U.S. Customs and Border Protection

U.S. Customs and Border Protection utilizes government contracts for the majority of its

equipment solutions. CBP provides ample information on several ways for businesses

to interact with it on its website in a section called ‘How to do Business with CBP’

(https://www.cbp.gov/contact/how-to-do-business-with-cbp#).

Like other U.S. government entities, CBP posts all procurement opportunities

over $25,000 on the Federal Business Opportunities website (https://www.fbo.gov/).

Businesses can peruse a living document called ‘Current Key Procurements with the

CBP’ (https://www.cbp.gov/contact/how-to-do-business-with-cbp#) in order to see

timely procurements, along with the relevant program office and point of contact

information. This can provide information on equipment and programs currently used

by the CBP, for use in monitoring and planning on competing on them in future bids.

CBP is also eager for new ideas and equipment and offers a section for

unsolicited proposals (https://www.cbp.gov/contact/how-to-do-business-with-cbp#)

where it encourages businesses to submit ideas on technology, equipment, or anything

potentially relevant to the CBP mission. To be considered, proposals must demonstrate

a unique or innovative approach, concept, or method relating to the agency’s mission,

but not fulfilled through its current traditional contracts. The unsolicited proposal

process is an excellent opportunity for FSI solutions to gain notice by the CBP.

In addition to all of the CBP-specific sites, there is also the Department of

Homeland Security (DHS) Acquisition Planning Forecast System website

(http://apfs.dhs.gov/), where small businesses can see DHS opportunities over $150,000.

This site encourages users to sign up for updates on types of opportunities or search for

particular types of opportunities on the site itself. DHS also keeps a separate site with

even more information on business opportunities. There are also clearer instructions on

several different options for submitting proposals (https://www.dhs.gov/dhs-electronic-

proposal-submission-portal). This area also has a field for unsolicited proposal ideas.

Also, though the CBP gets many of its systems from the top down, there is also

often money put into the budgets of the individual sub-stations to use on equipment of

their own discretion. Texas state funds supplement many CBP sub-stations in their state

and are said to have a particularly large budget. Making introductions and

demonstrating the system capabilities for sub-stations in each state could lead to direct

sales via their budgets, bypassing the lengthier contracting process.

https://www.cbp.gov/contact/how-to-do-business-with-cbp




http://apfs.dhs.gov/

https://www.dhs.gov/dhs-electronic-proposal-submission-portal


26

7.2.3.2 Existing Systems

7.2.3.2.1 Remote Video Surveillance System (RVSS)

The Border Protection has sets of strategically placed camera systems fixed to poles at a

height of approximately 80 feet. The camera systems are a color camera for day and a

thermal imager for night. There are approximately 290 of these systems on all border of

the U.S. (Williams, 2016) There is no mention of any radar atop these fixtures.

The $96 million contract for upgrades and maintenance for the RVSS was

awarded to General Dynamics One Source, LLC in July of 2013 and the period of

performance is expected to last for 10 years, until approximately 2023. (Government

Security News) Though there are no opportunities in the near-term, FSI could use the

time to study the competing system and develop more marketing intelligence on its

attributes in order to develop a superior solution when the time arises in several years.

7.2.3.2.2 Mobile Surveillance Systems

U.S. Customs and Border Protection also utilizes Mobile Surveillance Systems (MSS),

which are flatbed trucks equipped with camera systems and a radar component as well.

A smaller version of this is the Mobile Remote Video Surveillance System (MRVSS),

which is a smaller truck equipped with the same technology, but better able to deal

with difficult terrain. (Williams, 2016) The MSS and MRVSS are existing systems that

most closely resemble FSI’s current mobile sensor platforms.

7.2.3.2.3 Ground Sensors

U.S. Customs and Border Protection employs ground sensor systems in strategic

locations. These Unattended Ground Sensors (UGS) work in different ways. Some units

detect ground vibrations, while others are magnetic and can sense passing vehicles.

Infrared sensors track movement that comes within range. (Williams, 2016)

7.2.3.2.4 Tethered Aerostat Radar System

The Air and Maine Operations (AMO) section utilizes Tethered Aerostat Radar System

(TARS) for long-range radar detection of low-altitude aircraft at a maximum range of

approximately 200 miles. In essence, this is a large blimp with a length of 186 feet and a

diameter of 62.5 for the smaller size and a length of 208.5 feet and diameter of 69.5 feet

27

for the larger size. The system is manufactured by ILC Dover and can carry a payload of

1,200 or 2,400 pounds, depending on the size. The system is currently at eight different

sites along the U.S. southern border. (United States Customs and Border Protection

Tethered Aerostat) Though it is unknown if they currently or have ever provided this

product to CBP, Accipiter Radar Corporation has a product of this type and it is likely

part of its contract with CBP. (accipiterradar.com)

7.2.3.3 Competition

7.2.3.3.1 Accipiter Radar Corporation

As stated above, the Accipiter Radar Corporation is partnered with Global Technical

Systems to provide an Ultra-Light Aircraft Detection (ULAD) capability for CBP.

Accipiter also has a product that matches the CBP’s requirement for the Tethered

Aerostat Radar System. Its capabilities and current contract with CBP puts them on the

short list of potential providers for other CBP systems.

Website: http://www.accipiterradar.com/page/home

7.2.3.3.2 Global Technical Systems

Global Technical Systems partnered with Accipiter Radar Corporation and Global for a

$100,000,000 fixed-price contract to provide CBP with an Ultra-Light Aircraft Detection

(ULAD). The existing relationship with the agency gives them an incumbent status as a

trusted provider, making them a potential top choice for other CBP surveillance needs.

Website: http://gts.us.com/


7.2.3.4.1 Opportunity 1: Existing Mobile Trailer Systems

FSI could approach CBP with its existing mobile trailer systems. Though somewhat

redundant to the CBP’s Mobile Surveillance Systems (MSS) and Mobile Remote Video

Surveillance System (MRVSS), FSI’s mobile trailers provide better command and

control and scaling capabilities. A sensor expert with the CBP said mobile systems have

an advantage over fixed sites, because they do not require a costly environmental

survey to place. The CBP is eager for stay-behind units, so incorporating a security

http://www.accipiterradar.com/page/home

http://gts.us.com/

28

system to prevent the trailers from being stripped or sabotaged would likely make the

CBP take notice, as this is a key problem for them.

7.2.3.4.2 Opportunity 2: Adapting Technology For Existing Needs

Customs and Border Protection has many standing requirements (listed in detail above)

for surveillance needs. Examples of this are the Remote Video Surveillance Systems

(RVSS) cameras fixed along the sections of fence, the Mobile Surveillance Systems

(MSS) and Mobile Remote Video Surveillance System (MRVSS) trucks, as well as

Unattended Ground Sensors (UGS). Of the many surveillance needs posed by CBP, FSI

has the technology and capability to deliver any of these solutions. Therefore, FSI could

attempt to become a bidder for upcoming renewals of any of these programs.

7.2.4 United States Coast Guard

The U.S. Coast Guard is closely associated with the military branches, yet it belongs to

the U.S. Department of Homeland Security. It is responsible for U.S. territorial waters

on all coasts, so it is a good candidate for new surveillance equipment.

7.2.4.1 Doing Business with the U.S. Coast Guard

The U.S. Coast Guard fields the majority of its contract solicitations through the usual

means of Federal Business Opportunities website (https://www.fbo.gov/). However, it

also refers government contractors to the Department of Homeland Security (DHS)

Acquisition Planning Forecast System website (http://apfs.dhs.gov/), where small

businesses can view DHS contract opportunities over $150,000. This website allows

users to sign up for updates on solicitations or search for particular types of

opportunities on the site. DHS also keeps a separate site where information on business

opportunities and clearer instructions on several different options for submitting

proposals can be found (https://www.dhs.gov/dhs-electronic-proposal-submission-

portal). This area also has a field for unsolicited proposal ideas.





29


7.2.4.2.1 Coastal Surveillance System

The majority of U.S. Coast Guard surveillance systems are on its massive fleet of ships

and aircraft. However, in a joint venture with Customs and Border Protection, the

Department of Defense, and the U.S. intelligence community, the Coast guard deploys a

system called the Coastal Surveillance System (CSS), which are floating sensors that can

detect vessels trying to sneak by in near waters. (Coastal Surveillance System)

7.2.4.2.2 Coastal Surveillance System

According to an individual knowledgeable about Coast Guard sensor systems, the

organization also keeps many fixed sensor sites along the coast, though no details on

contract information for these was located.

7.2.4.3 Competition

7.2.4.3.1 Controp Precision Technologies

Controp is an Israeli company with a myriad of surveillance products for both borders

and coastlines. Controp products were recently given the Coast Guard’s seal of

approval for protection of certain foreign ports where U.S. shipping has interests. This

poses a threat to any FSI efforts to contract with foreign governments for these same

types of purposes. (Controp)

Website: http://www.controp.com/


7.2.4.4.1 Submit an Unsolicited Proposal for ForSEA

The ForSEA system is built for the precise maritime purpose the Coast Guard is

concerned with, detection and protection along vast coastlines. Using the

aforementioned means for DHS unsolicited proposals, the ForSEA system could be

posed as a ready-to-go mobile solution for the Coast Guard.

http://www.controp.com/

30

7.2.4.4.2 Closely Monitor DHS Solicitation Projections

Of all the entities, DHS is one of the best at projecting out its future needs. By

monitoring the aforementioned DHS Acquisition Planning Forecast System website

(http://apfs.dhs.gov/), FSI can get a head start on planning for many different

surveillance and engineering needs and submit proposals when first available.

7.2.5 United States Navy

The United States Navy fleet operates primarily in foreign waters and the conventional

forces for this branch rarely venture into the hinterland for any great period of time.

However, there are still exceptions to this norm and the Navy is still interested in some

ground surveillance and situational awareness capabilities.

7.2.5.1 Doing Business with the U.S. Navy

The U.S. Navy has a vast contracting apparatus spread across many programs and

websites. It still provides regular solicitation announcements on the Federal Business

Opportunities website (https://www.fbo.gov/). A commercial site with a good amount

of information and links to many government contracting solicitation sites is the Navy

section of WinGovernmentContracts.com

(http://www.wingovernmentcontracts.com/navy-business-opportunities.htm). This is a

useful site for other branches as well, but the information on Navy sites is very

complete, while other branch sections on this site are not as useful.

The Navy also hosts a website called Navy Electronic Commerce Online (NECO)

(https://www.neco.navy.mil/), which is an initiative to reduce paper in the bidding

process. Navy solicitations are simultaneously posted on NECO and the above-

mentioned Federal Business Opportunities website. Vendors can register with the site

to find procurement opportunities. Though many of these procurement solicitations are

outside of FSI’s interests, there are some for things such as portable solar power sources

and specialized equipment that might prove a good match for certain FSI capabilities.

Naval Sea Systems Command (NAVSEA) is primarily concerned with providing

the Navy with ship-related capabilities. Some of these systems, such as communications

infrastructure may align with FSI’s strengths. NAVSEA has an excellent part of its site

that summarizes the various places to find information and solicitations



http://www.wingovernmentcontracts.com/navy-business-opportunities.htm

https://www.neco.navy.mil/

31

(http://www.navsea.navy.mil/Business-Partnerships/). NAVSEA also maintains its own

site for facilitating its many contracts, called Seaport-e (http://www.seaport.navy.mil/).

This site is worth registering with and monitoring for information. (Seaport-e)

Navy Air Systems Command (NAVAIR) and is primarily concerned with

supporting Naval Air. This may pertain to some of FSI’s capabilities because some of

this is based around communications systems and other such technology. NAVAIR

keeps its own site on solicitations as well

(http://www.navair.navy.mil/index.cfm?fuseaction=home.display&key=OpenSolicitatio

ns). (NAVAIR).

A lesser known area of Navy contracting opportunities is the U.S. Navy Office of

Naval Research, Science & Technology (ONR). This organization is charged with

researching breakthrough technologies and also helping the U.S. Navy and its allies

continuously convert and move to technologies that will better serve their security

needs. For this, ONR conducts contracting with outside businesses and has a portion of

its website that is helpful in this regard (http://www.onr.navy.mil/Contracts-

Grants.aspx). This website also has a link to the solicitations section

(http://www.onr.navy.mil/Contracts-Grants/Funding-Opportunities.aspx), where there

are additional links to view Requests for Information, Requests for Proposal, etc.

The Assistant Secretary of the Navy (Research, Development & Acquisition) is in

charge of the Navy’s overall acquisition efforts and many details on this process are

available on its website

(http://www.secnav.navy.mil/rda/Pages/ASNRDAOrgChart.aspx). The Navy has the

Navy International Programs Office (NIPO)

(http://www.secnav.navy.mil/rda/nipo/Pages/index.aspx), which facilitates some of the

international contracts pertinent to current FSI business. There is also a helpful section

of the site called One Source

(http://www.secnav.navy.mil/rda/OneSource/Pages/default.aspx), where there are

helpful links and information on contracting with the U.S. Navy and various

information and solicitation resources. (Assistant Secretary of the Navy (Research,

Development & Acquisition) The Navy’s major programs are split into 14 separate

Program Executive Officer (PEO) categories.

http://www.navsea.navy.mil/Business-Partnerships/

http://www.seaport.navy.mil/

http://www.navair.navy.mil/index.cfm?fuseaction=home.display&key=OpenSolicitations


http://www.onr.navy.mil/Contracts-Grants.aspx


http://www.onr.navy.mil/Contracts-Grants/Funding-Opportunities.aspx

http://www.secnav.navy.mil/rda/Pages/ASNRDAOrgChart.aspx

http://www.secnav.navy.mil/rda/nipo/Pages/index.aspx

http://www.secnav.navy.mil/rda/OneSource/Pages/default.aspx

32

List of PEO’s

PEO Joint Strike Fighter (http://www.jsf.mil/)

PEO for Enterprise Information Systems (EIS)

(http://www.public.navy.mil/spawar/PEOEIS/Pages/default.aspx)

PEO Submarines

(http://www.secnav.navy.mil/rda/Pages/PEO_Submarines.aspx)

PEO Command, Control, Communications, Computers & Intelligence (C4I)

(http://www.public.navy.mil/spawar/peoc4i/pages/default.aspx)

o This is one of the current major contracts FSI is a part of with its Maritime

Surveillance Systems (MSS) and remains one of the primary areas that

should be focused on for future business.

PEO Space Systems

(http://www.public.navy.mil/spawar/PEOSpaceSystems/Pages/default.aspx)

PEO Littoral Combat Ships

(http://www.secnav.navy.mil/rda/Pages/PEOLCS.aspx)

PEO Unmanned Aviation & Strike Weapons

(http://www.secnav.navy.mil/rda/Pages/PEO_UW.aspx)

PEO Integrated Warfare Systems

(http://www.secnav.navy.mil/rda/Pages/PEO_IWS.aspx)

PEO Strategic Systems Program (DPRM) (http://www.ssp.navy.mil/)

PEO Aircraft Carriers

(http://www.secnav.navy.mil/rda/Pages/PEO_Carriers.aspx)

PEO Ships (http://www.navsea.navy.mil/Home/Team-Ships/PEO-Ships/)

o PEO ships facilitates the Naval Sea Systems Command (NAVSEA), which

overseas and supports all major U.S. Navy ships. Because of its immense

charter, NAVSEA maintains its own site for contractors called Seaport-e

(http://www.seaport.navy.mil/). It is possible FSI may find some good

business in ship communications or surveillance equipment needs.

PEO Air Anti Submarine Warfare (ASW) Assault & Special Mission

(http://www.secnav.navy.mil/rda/Pages/PEO_A.aspx)

PEO Tactical Air (http://www.navair.navy.mil/)

o Naval Air Systems Command (NAVAIR) is in charge of PEO Tactical Air

and has many different contracting opportunities. Though air

requirements are sometimes tied into the aircraft manufacturers

http://www.jsf.mil/

http://www.public.navy.mil/spawar/PEOEIS/Pages/default.aspx

http://www.secnav.navy.mil/rda/Pages/PEO_Submarines.aspx

http://www.public.navy.mil/spawar/peoc4i/pages/default.aspx

http://www.public.navy.mil/spawar/PEOSpaceSystems/Pages/default.aspx

http://www.secnav.navy.mil/rda/Pages/PEOLCS.aspx

http://www.secnav.navy.mil/rda/Pages/PEO_UW.aspx

http://www.secnav.navy.mil/rda/Pages/PEO_IWS.aspx

http://www.ssp.navy.mil/

http://www.secnav.navy.mil/rda/Pages/PEO_Carriers.aspx

http://www.navsea.navy.mil/Home/Team-Ships/PEO-Ships/


http://www.secnav.navy.mil/rda/Pages/PEO_A.aspx

http://www.navair.navy.mil/

33

themselves, there are still many integrated systems that provide an

opportunity for FSI. NAVAIR maintains its own solicitation page

(http://www.navair.navy.mil/index.cfm?fuseaction=home.display&key=O

penSolicitations#), where they are summarized and can be easily viewed.

PEO Land Systems (http://www.marcorsyscom.marines.mil/PEOs/-PEO-LS/)

o This PEO is actually the main program for the U.S. Marine Corps, which

falls under the Department of the Navy. This has potential for FSI

business because of the many different infrastructure and tactical

communications applications all bundled into it.


7.2.5.2.1 Distributed Common Ground System-Navy

The U.S. Navy currently employs a program called the Distributed Common Ground

System-Navy (DCGS-N), which is system supporting the intelligence, surveillance,

reconnaissance and targeting (ISR&T) mission. FSI currently provides customized

software for DCGS-N and is very familiar with all of its uses and components. This

system is not a good fit for FSI surveillance capabilities, primarily because its intent is

a classified intelligence system compatible across the Navy and its sister services, not a

sensor surveillance platform. (United States Navy. Distributed Common Ground System-

Navy (DCGS-N) Fact Sheet) This is outside the scope of FSI’s MSS/BCS focus, however, it

is important to understand the system and its capabilities, so it is a known quantity and

not continuously brought up as a possibility.

7.2.5.3 Competition

7.2.5.3.1 BAE, SAIC, Northrup Grumman, L-3 Communications & Various

The Navy’s DCGS-N has gone through several iterations and has a variety of

companies who provide portions of the components involved in its creation. Some of

these are BAE, SAIC, Northrup Grumman, L-3 Communications, and others.

Website: http://www.baesystems.com/en/home?r=US

Website: http://www.saic.com/

Website: http://www.northropgrumman.com/Pages/default.aspx



http://www.marcorsyscom.marines.mil/PEOs/-PEO-LS/

http://www.baesystems.com/en/home?r=US

http://www.saic.com/

http://www.northropgrumman.com/Pages/default.aspx

34

Website: http://www.l-3com.com/

7.2.5.3.2 General Dynamics Robotic Systems

The Mobile Detection Assessment Response System (MDARS) II is a joint Navy-Army

program filed primarily through Space and Naval Warfare Systems Command

(SPAWAR). It is essentially a robotic vehicle, much like a golf cart, which patrols

perimeters using sensors to report threats. Though a very different system than FSI’s

trailers, the purpose and intent is the same and it poses a threat as a substitute. General

Dynamics Robotic Systems is currently the main player with this system.

Website: http://www.gdrs.com/


7.2.5.4.1 Opportunity 1: Approach Navy With Mobile Trailer System or Like Technology

FSI can attempt to approach the U.S. Navy with its mobile trailer systems or similar

technological variations. However, the conventional Navy’s primary focus is on

shipboard systems. There is a possibility that the Navy would be interested in these

systems for force protection of its various bases, both domestic and international.

Foreign U.S. naval bases present the best chance for adoption of these systems, but even

these are a stretch for the conventional Navy that still has many basic structural force

protection concerns to work on for its bases and is likely not looking for any land-based

initiatives beyond the absolute necessities.

7.2.6 United States Marine Corps

The United States Marine Corps is also moving in to the future of sensor-based

surveillance systems. The USMC does not make use of many varied commercial-off-the-

shelf (COTS) items, preferring instead to make use of standardized equipment such as

the Tactical Remote Sensor System (TRSS) discussed below.

7.2.6.1 Doing Business with the U.S. Marine Corps

The U.S. Marine Corps (USMC) is part of the Department of the Navy and many of its

systems flow through the much larger Navy’s contracting mechanism. USMC

http://www.l-3com.com/

http://www.gdrs.com/

35

solicitations are posted simultaneously to the U.S. Navy’s Electronic Commerce Online

(NECO) website (https://www.neco.navy.mil/) and the primary location for federal

solicitations, the Federal Business Opportunities website (https://www.fbo.gov/).

Marine Corps Logistics Command states that solicitations are available at the

above-mentioned websites, however it also hosts its own site with contracting

information as well (http://www.logcom.marines.mil/Business/Contracts/). This site is

useful to gauge some of the particulars involved in doing business with the Marines.


7.2.6.2.1 Tactical Remote Sensor System (TRSS)

The United States Marine Corps (USMC) trains and employs platoons within its

intelligence battalions, which specialize in the emplacement and operation of sensor

systems. The Marine Occupational Specialty (MOS) for this jobs is 8621, Surveillance

Sensor Operator. These Ground Sensor Platoons (GPS) use different sensors, but one of

the most common are transmitter units that detect ground vibrations. (McDonald, 2015)

One of the primary systems utilized by the USMC is the Tactical Remote Sensor

System (TRSS). (Tactical Remote Sensor System) The system is designed for all weather

monitoring of activity within an area of operation. According to Globalsecurity.org that

sensor suite includes the full range of thermal, magnetic, seismic, and infrared. (Tactical

Remote Sensor System. Global Security) According to mosmanaul.com the training for

TRSS is located at 29 Palms, CA. (MOS Manual)

Figure 5: Tactical Remote Sensor System (TRSS)

(acq.osd.mil)



http://www.logcom.marines.mil/Business/Contracts/

36

7.2.6.3 Competition

7.2.6.3.1 L-3 Communications

Though various companies have dealt with the USMC’s Tactical Remote Sensor System

(TRSS) system, Nova Engineering, a since-closed subsidiary of L-3 Communications,

provided support for the initiative via a $52.8 million contract in 2010. (Huber, 2010)

Nova Engineering closed its doors in 2012 as its parent company reorganized.

(BizJournals, Jan 19, 2012) L-3 is a formidable competitor in the defense realm and the

incumbent status of its subsidiary would be a difficult hurdle for the contract. (L-3

Communication Systems) L-3 also builds a very similar ground sensor system for the

U.S. Army called the Improved Remote Battlefield Sensor System (IREMBASS). This

gives L-3 an edge in this part of sensor systems and across both the Army and Marine

Corps. This is not to say an FSI system cannot compete with these, but this company has

been extraordinarily successful in this niche equipment area.


The USMC is smaller than the other branches, but its ground mission makes it a better

fit then some such as the Navy or Air Force.

7.2.6.4.1 Opportunity 1: Bid on TRSS

FSI is free to pursue the TRSS contract when it comes up for bid once again. However,

like the DCGS-N program, this is problematic because it is essentially to focal point of

the USMC’s surveillance capabilities and is therefore a target for every defense

contractor with a surveillance technology capability. L-3 has an incumbent status on

this project, making it all the more difficult to win. While FSI would likely be a capable

contender, it may be wise to expend resources in less saturated ventures.

7.2.6.4.2 Opportunity 2: Approach USMC With Mobile Trailer System

While FSI is free to approach the Marine Corps with its mobile trailer system or similar

technology, it is very unlikely to yield positive results. While the benefit of such systems

is in line with many USMC missions, the service branch is notoriously resistant to new

systems and it has one of the smallest and least flexible budgets in the armed forces.

Budgetary controls are rigid and manned at very senior levels, giving those who would

see the most benefit from such systems, such as ground level tactical commanders very

37

little voice in the overall process. For this reason, it is not recommended that FSI pursue

this trek, with the possible exception of Marine Corps Special Operations (MARSOC)

Raiders. It is unlikely even the Raiders could easily introduce this program to the

USMC, however, they also have access to the Special Operations Command (SOCOM)

budget (mentioned later), which is far more friendly to new tactical ventures.

7.2.7 United States Army

The United States Army is the primary ground combat force for the U.S. armed forces

and has a robust need for ground surveillance and situational awareness systems.

7.2.7.1 Doing Business with the U.S. Army

There is a vast network of websites dedicated to its acquisition activities, some of them

government and others externally created. The U.S. government’s primary site for

Federal Business Opportunities (https://www.fbo.gov/) is main area for all government

procurement opportunities above $25,000. There are still multiple defense contracting

sites on the Internet that advertise the Army’s former focal point for contract

solicitation, called Army Single Face to Industry (ASFI), but this site is discontinued and

replaced by that of Federal Business Opportunities. (Southwest Michigan PTAC)

In addition to Federal Business Opportunities and the few Army PEO’s that keep

their own business opportunity sites, there is an opportunity to go directly to the U.S.

Army Contracting Command (ACC) (http://acc.army.mil/contractingcenters/acc-

wrn/Opportunities.html) and peruse summaries of each geographic Army Contracting

Center, of which there are six. These are: ACC-Aberdeen Proving Grounds, ACC-New

Jersey, ACC-Orlando, ACC-Redstone Arsenal, ACC-Rock Island, ACC-Warren.

The websites for each command provides a good overview of the type of

contracts each provides and even occasional listed business opportunities. However,

most of them still refer the user back to main Federal Business Opportunities site.

Others also have several links that no longer lead to valid webpages. Still, these are

worth a quick look every so often for insights into Army priority programs.

Another helpful site is the Department of the Army Office of Small Business

Programs (http://www.sellingtoarmy.com/), an Army site that delivers news and

information on how small businesses can interact with U.S. Army acquisition. While


http://acc.army.mil/contractingcenters/acc-wrn/Opportunities.html

http://acc.army.mil/contractingcenters/acc-wrn/Opportunities.html

http://www.sellingtoarmy.com/

38

this site does not list specific solicitations, it does deliver useful news on Army

programs and opportunities, which can lead to more focused searches on the main

Federal Business Opportunities site and others.

U.S. Army acquisition is led by the Assistant Secretary of the Army (Acquisition,

Logistics, and Technology) and has 12 Program Executive Offices (PEO), each in charge

of an acquisition need. A list of these can be found below with amplifying information

written on relevant PEO’s. This list can also be found at the U.S. Army Acquisition

Support Center’s website at (http://asc.army.mil/web/peos/).

List of PEO’s

Joint PEO Chemical and Biological Defense (CBD)

(http://www.jpeocbd.osd.mil/Packs/Default2.aspx?pg=0)

PEO Assembled Chemical Weapons Alternatives (ACWA)

(http://www.peoacwa.army.mil/)

PEO Ammunition (http://www.pica.army.mil/peoammo/home.aspx)

PEO Aviation (https://www.army.mil/PEOAviation)

PEO Command, Control, Communications-Tactical (C3T)

(http://peoc3t.army.mil/c3t/)

o PEO C3T’s mission is to create and support the Army’s communications

networks. FSI’s mobile trailer platforms create a vital link in the

situational awareness chain by communicating information efficiently

from each system, reducing reaction time. In addition to this, FSI has the

technology and knowledge on many types of communications and could

potentially bid on other contract solicitations. PEO C3T has a program

website with plentiful information (http://peoc3t.army.mil/c3t/), however,

it does not have its own dedicated business opportunities site, so it must

be searched on the Federal Business Opportunities.

PEO Combat Support and Combat Service Support (CS & CSS)

(http://www.peocscss.army.mil/)

o PEO Combat Support and Combat Service Support (CS & CSS) is

responsible for a multitude of Army programs dealing vehicles, energy

solutions, and many other things that support Army operations. More

detail on these can be found at its website,

http://asc.army.mil/web/peos/

http://www.jpeocbd.osd.mil/Packs/Default2.aspx?pg=0

http://www.peoacwa.army.mil/

http://www.pica.army.mil/peoammo/home.aspx

https://www.army.mil/PEOAviation

http://peoc3t.army.mil/c3t/

http://peoc3t.army.mil/c3t/

http://www.peocscss.army.mil/

39

(http://www.peocscss.army.mil/). The mobile trailer systems could be a

component of a force protection program and FSI’s capabilities could also

be matched with many of the available programs.

PEO Enterprise Information Systems (EIS) (http://www.eis.army.mil/)

o PEO Enterprise Information Systems (EIS) facilitates the Army’s

communication networks and infrastructure and ensures information

dominance. The main website is (http://www.eis.army.mil/), where much

information on the PEO is available. The mobile trailer systems may play

a part in the communication of situational awareness and force protection

information for this. FSI has many communication capabilities that make

it a good fit for these programs. In addition to the regular Federal Business

Opportunities website, PEO EIS also keeps a small summarized list of

opportunities (http://www.eis.army.mil/procurements). This is good to

look at for some of the major priorities under this PEO.

PEO Ground Combat Systems (GCS) (http://www.peogcs.army.mil/)

o PEO Ground Combat Systems (GCS) deals primarily with Army weapon

systems, such as tanks and other fighting equipment. It’s website

(http://www.peogcs.army.mil/) contains information on the various types

of systems. The mobile trailers could be a critical part of combat force

protection and could therefore be relevant to this PEO in some way.

However, finding an exact fit would be difficult as most of the PEO

programs are dedicated to specific weapon programs of record. The

Federal Business Opportunities website can be used to find opportunities.

PEO Intelligence, Electronic Warfare & Sensors (IEW & S)

(https://peoiews.army.mil/)

o PEO Intelligence Electronic Warfare & Sensors (IEW & S) creates and

integrates sensors and data into intelligence products. Though many of

these sensors are integrated into the larger intelligence community

apparatus, this PEO is one of the closest fits for FSI’s mobile trailer

technology. FSI has the technology and capability to potentially undertake

other programs in this PEO as well. A full description of these can be

found at the website (https://peoiews.army.mil/). There is no internal

business opportunities site for this PEO, so the main Federal Business

Opportunities website must be used.

http://www.peocscss.army.mil/

http://www.eis.army.mil/

http://www.eis.army.mil/

http://www.eis.army.mil/procurements

http://www.peogcs.army.mil/

http://www.peogcs.army.mil/

https://peoiews.army.mil/

https://peoiews.army.mil/

40

PEO Missiles & Space (M & S) (https://www.msl.army.mil/)

PEO Simulation, Training and Instruction (STRI) (http://www.peostri.army.mil/)

o The Army’s PEO STRI has the mission to “Develop, Acquire and Sustain

Simulation, Training, Testing and Modeling Solutions to Achieve Army

Readiness.” (U.S. Army PEO STRI) This mission on improving Army

readiness and optimizing soldier performance ties in with many the

technological strengths of FSI. In addition to the aforementioned Federal

Business Opportunities website, PEO STRI keeps its own opportunities

page (http://www.peostri.army.mil/BOP/Opportunities/Index.jsp) where

it lists information on its contract business opportunities, including

descriptions of programs, desired solutions, and points of contact.

PEO Soldier (http://www.peosoldier.army.mil/)


7.2.7.2.1 Improved Remote Battlefield Sensor System (IREMBASS)

The Improved Remote Battlefield Sensor System (IREMBASS) is a system of passive

unattended ground sensors designed primarily for early warning and intrusion

detections. (Federation of American Scientists) However, it can also be used for a

variety of offensive tactical purposes. The sensors are concealed and transmit

information on an approaching person or vehicle to computers. (GlobalSecurity.org)

This system appears to be sole-sourced from L-3 Communications, as it has been

for many years (The Free Library, by Farlex), but a competing system created by FSI is

not out of the realm of possibility.

7.2.7.2.2 Distributed Common Ground System-Army

The U.S. Army’s Distributed Common Ground System (DCGS-A) is not a viable option

for FSI because its purpose and integrated systems are built mainly for intelligence

integration, not surveillance. In addition to this, the DCGS-A is a target of criticism for

being too complex and expensive, making it a candidate for potential discontinuation

by the Department of Defense. However, it is useful to recognize this system for what it

is, so it remains a known quantity and no more time is spent on its consideration.

https://www.msl.army.mil/

http://www.peostri.army.mil/

http://www.peostri.army.mil/BOP/Opportunities/Index.jsp

http://www.peosoldier.army.mil/

41

The DCGS-A integrates many of the Army’s intelligence capabilities into one

overarching system. (Ackerman, 2016) The Army’s system is on a separate timeline

from the Navy’s. The Army released a Request For Proposal in December, 2015 with

submissions due in February, 2016. The $206 million contract will supposedly be

awarded late in fiscal year, 2016. However, this opportunity will not be open again for

years. (United States Army. U.S. Army releases DCGS-A Increment 2 ‘request for proposals’)

Many in the Army and larger Department of Defense are very critical of DCGS-A

for a variety of reasons. Some say the system is over complicated and too expensive for

what it does and is eclipsed by competitors such as ArcGIS and Palantir, systems that

also deliver an overarching situational awareness capability. (McCaney, 2016)

7.2.7.3 Competition

7.2.7.3.1 L-3 Communications

The Improved Remote Battlefield Sensor System (IREMBASS) is fielded as a sole-source

contract system by L-3 Communications. L-3 also handles the Marine Corp’s similar

system, the Tactical Remote Sensor System (TRSS), which is also a set of passive ground

sensors. This gives L-3 cross-branch expertise and incumbency in this area.


7.2.7.3.2 Lockheed Martin, General Dynamics, Booz Allen Hamilton, Raytheon, L-3 Communications,

Leidos, ManTech, and Various

The DCGS-A has many contributors, including Lockheed Martin, General Dynamics,

Booz Allen Hamilton, Raytheon, L-3 Communications, Leidos, ManTech, and several

other who supplied other pieces and components of the overall system. Dell, IBM, HP,

and NetApp were additional non-defense companies who were involved in the project.

With the second iteration already out for bid and so many incumbents, there are many

competitors for this one system. (U.S. Army Acquisition Support Center)

Website: http://www.lockheedmartin.com/

Website: http://www.generaldynamics.com/

Website: http://www.boozallen.com/

Website: http://www.raytheon.com/



http://www.lockheedmartin.com/

http://www.generaldynamics.com/

http://www.boozallen.com/

http://www.raytheon.com/


42

Website: https://www.leidos.com/

Website: http://www.mantech.com/Pages/Home.aspx


7.2.7.4.1 Opportunity 1: Approach Army With Mobile Trailer System or Like Technology

The U.S. Army has the majority of its forces involved in some form of tactical ground

operations. While the DCGS-A is the advertised answer to virtually all intelligence and

surveillance needs, it is possible FSI could find a niche within the branch for its mobile

trailer systems or something similar. Some possibilities are the many bases and outposts

in high-threat areas or combat zones. The Army is responsible for the majority of these

temporary military outposts in Afghanistan, Iraq, and similar theaters.

Protecting its soldiers through force protection measures is always a challenge

for the Army and over the years it has invested in many additional protection measures

such as surveillance blimps, radar to determine incoming mortar fire, and similar

initiatives. FSI’s mobile trailers provide an excellent force protection capability through

their various sensors, which can be used on large bases or small outposts. The

conventional Army as a whole is still one of the most bureaucratic of organizations and

introducing new programs without a specific need is difficult. A wise approach would

be to attempt to introduce these through U.S. Army Special Forces, who often occupy

some of the most remote outposts in these areas and who also have the ability to

purchase innovative systems with both Army and Special Operations Command

(SOCOM) funds. In the past, some combat systems tested and evaluated by Special

Operations Forces (SOF) have then made their way into the conventional Army.

7.2.8 United States Air Force

The United States Air Force does not conduct the type or scale of land or maritime

operations that many other military branches and units do. However, it still has its own

unique set of surveillance needs, primarily for force pretention reasons.

https://www.leidos.com/

http://www.mantech.com/Pages/Home.aspx

43

7.2.8.1 Doing Business with the U.S. Air Force

The U.S. Air Force has a myriad of site giving information on how to effectively engage

in business with it. A listing of a few of these sites can be found on

WinGovernmentContracts.com in the Air Force Contracting and Procurement section

(http://www.wingovernmentcontracts.com/air-force-contracting-and-

procurement.htm). This area summarizes a list of websites helpful to understanding the

Air Force contracting process, requirements, and existing opportunities. Again, the U.S.

government’s site for Federal Business Opportunities (https://www.fbo.gov/) is the

primary site for all government procurement opportunities in excess of $25,000. There is

more contracting information on the Air Force Contracting and Procurement section,

but nothing especially useful. A separate external site that is particularly helpful is U.S.

Air Force Small Business (http://www.airforcesmallbiz.org/), which has information on

the contracting process for small businesses. (U.S. Air Force Small Business)

U.S. Air Force acquisition is lead by the Assistant Secretary of the Air Force

(Acquisition) and has 15 Program Executive Offices (PEO), each in charge of an

acquisition need. A list of these can be found at the U.S. Air Force Acquisition website

at (http://ww3.safaq.hq.af.mil/organizations/). Unlike the U.S. Army, the Air Force does

not appear to devote separate websites to each of its PEO’s, making the specifics for

these more difficult to find. PEO’s of interest to FSI have explanations below.

List of PEO’s

PEO Strategic Systems

PEO Business & Enterprise Systems

o The PEO for Business & Enterprise Systems presents a good opportunity

for FSI to use its information technology infrastructure expertise on

government contracts. There is not much for the mobile trailer systems

here, but the potential for FSI certainly exists.

PEO Intelligence, Surveillance, and Reconnaissance and Special Operations

Forces (ISR & SOF)

o The PEO for ISR & SOF includes a myriad of Air Force needs and

programs, which could easily include mobile trailers or other FSI

programs. The nature of special operations is flexible and different, so this

http://www.wingovernmentcontracts.com/air-force-contracting-and-procurement.htm

http://www.wingovernmentcontracts.com/air-force-contracting-and-procurement.htm


http://www.airforcesmallbiz.org/

http://ww3.safaq.hq.af.mil/organizations/

44

PEO should be monitored by FSI. Unfortunately, there is no dedicated

website, so searches on Federal Business Opportunities site must suffice.

PEO Command, Control, Communication, Computers and Intelligence &

Networks (C3I & N)

o The PEO for C3I & N combines many of FSI’s strengths in

communications and technology and is a good area to monitor for

business. Like the other Air Force PEO’s, there is no readily available

website for solicitation other than the Federal Business Opportunities site.

PEO Weapons

PEO Tankers

PEO Battle Management

PEO Combat & Mission Support

PEO Mobility

Joint PEO F-35 (Jet Plane)

PEO Rapid Capabilities

PEO Fighter Bomber

PEO Space Systems

Technical Executive Officer

PEO Agile Combat Support


The U.S. Air Force currently has a force protection initiative called the Integrated base

Defense Security System (IBDSS), which is a set of measures and equipment being

retrofitted to many bases for early warning and intruder detection. (U.S. Air Force,

Commander Pacific Air Forces, Oct 29, 2013) In 2009, a five-year, $495 million contract

was split between Science Application International Corp. in San Diego, L-3

Communications/Services, and Northrup Grumman. (Defense Industry Daily, Jul 27,

2009) This contract is past, but various bases are submitting their own solicitations for

IBDSS upgrades, repair, or replacement. These bids appear on a location-by-location

basis and can be found by inputting ‘IBDSS’ into the ‘Keyword/Solicitation #’ field on

the Federal Business Opportunities site (https://www.fbo.gov/). Some are for specific

surveillance system components, such as sensors or cameras, which would play to

many of FSI’s strengths if the right one occurred at the right time.


45

7.2.8.3 Competition

Though some of the earlier primary contracts were split amongst between Science

Application International Corp. (SAIC), L-3 Communications/Services, and Northrup

Grumman, the upgrade work for IBDSS is open to any other defense contractors who

wish to bid. However, the aforementioned businesses harbor somewhat of an

advantage by their enormous sizes and by being incumbents on the earlier contract.


Website: http://www.saic.com/



7.2.8.4.1 Opportunity 1: Monitor Solicitations and Respond to Surveillance/Sensor-Related IBDSS upgrade

Integrated base Defense Security System (IBDSS) upgrades are good opportunities for

FSI to compete for this specialized work. One of the main problems is the lack of Air

Force bases in the San Diego area. However, with plenty in the surrounding region of

Southern California, Nevada, and so forth, there are enough to be able to go through a

proposal process without an unreasonable amount of travel required. As stated earlier,

these solicitations come from all different Air Force bases and commands and can most

easily be found by inputting ‘IBDSS’ into the Keyword/Solicitation # field on the Federal

Business Opportunities site (https://www.fbo.gov/).

7.2.9 United States Special Operations Command

United States Special Operations Command (SOCOM) is the operational lead for

Special Operations Forces (SOF) such as Navy SEALs, Army Special Forces, Marine

Special Operations, and Air Force Special Operations personnel. SOCOM has its own

budget and equipment requirements to outfit its forces. It is also the only combatant

command with authority for direct appropriations and procurement.

SOCOM is very aggressive about pursuing its equipment requirements. The

command specializes in a myriad of non-traditional warfare types and its equipment

requirements are as diverse as its missions. SOCOM constantly publishes its current


http://www.saic.com/



46

needs, as well as its hopes and wishes for new and emerging systems and technologies.

Currently, SOCOM’s website lists several areas of interest for sensor systems.

It wants systems ranging from nano-scale to tactical size, which can provide a

clandestine capability for the identification of equipment and personnel at a variety of

distances. Digital electro-optics that can view in all environments and sensors that can

see through walls are also needs. SOCOM asks in general terms for, “technologies that

allow increased standoff distances improved resolution or better concealability over

existing sensors.” (United States Special Operations Command. USSOCOM Areas of Interest)

SOCOM’s budget is separate from the parent branches of the Navy, Army,

Marines, and Air Force that its operators fall under. Reportedly, its budget for 2017

through 2021 is approximately $500 million for research, development, testing and

evaluation and $1.6 billion for procurement. Though much smaller than those of the

larger service branches, SOCOM’s money is generally not consumed by expensive

aircraft or large weapons systems like those used by the Navy, Army, Marine Corps,

and Air Force for their missiles, ships, and aircraft. Instead, SOCOM’s budget is

centered on systems to improve the mission effectiveness of its small units. Enhanced

situational awareness such as the mobile trailers is certainly a potential fit.

A program initiated by SOCOM is called Tactical Video System/Reconnaissance

Surveillance Target Acquisition (TVS/RSTA). It is designed to provide SOF with

capabilities for ground intelligence, surveillance, and reconnaissance (ISR) missions. A

stated purpose of this kit is also for increasing situational awareness of surrounding

areas. (2015 SOCOM Program Updates) This particular capability comes into play

during SOCOM’s Village Stability Operations (VSO), where a small SOF element

embeds itself within an Afghan village in order to connect with the local populace and

provide security and a rapport building mechanism to connect with the Afghan central

government. In these missions, the SOF team is very exposed and must take great

measure to ensure its own security. The sensor platform is a large component of the

unit’s 360-degree security concerns. Though VSO operations are phased out, SOF still

has the need for mobile sensor platforms in many of the environments they operate.

47

7.2.9.1 Doing Business with SOCOM and its Branch Forces

SOCOM looks at contracting slightly differently than the major service branches. It still

provides regular solicitation announcements on the Federal Business Opportunities

website (https://www.fbo.gov/) and suggests that people searching for its opportunities

type "U.S. Special Operations Command" into the field meant for Agency. This will

bring up standard SOCOM contracting opportunities.

The command also puts out some announcements on the U.S. government

website that gives information on government agency needs called Broad Agency

Announcement (https://www.bids.cttso.gov/). Contractors can sign up for alerts on this

website, which also services many other government agencies, especially for

combatting terrorism initiatives.

SOCOM also prides itself on being open to new ideas and solutions. For this

reason, its website has a section called Submit Your Idea

(http://www.socom.mil/sordac/Pages/SubmitYourIdea.aspx) on which companies can

fill out a form outlining the idea, which is then streamlined and evaluated within 30

days. However, companies are urged to first visit the USSOCOM Areas of Interest

website section (http://www.socom.mil/sordac/Pages/AreasOfInterest.aspx) in order to

look at the major areas it is interested in. A list of SOCOM contracts can be found on a

website by Military Industrial Complex (http://www.militaryindustrialcomplex.com/us-

special-operations-command-defense-contracts-listing.asp). This list is of already

awarded contracts, which companies have succeeded, and the periods of performance.

(Military Industrial Complex) It is helpful for gauging SOCOM’s priorities.

Like the major service branches SOCOM’s acquisition is broken down mainly

into Program Executive Offices (PEO). SOCOM has eight of these and they are listed on

its website (http://www.socom.mil/sordac/Pages/NavRollUp.aspx#Programs), as well as

below. Not all of these relate to FSI’s strengths, but those that do are explained in more

detail. (United States Special Operations Command)

List of PEO’s

PEO Command, Control, Communications, and Computers (C4)

(http://www.socom.mil/sordac/Pages/Programs_C4.aspx)



http://www.socom.mil/sordac/Pages/SubmitYourIdea.aspx

http://www.socom.mil/sordac/Pages/AreasOfInterest.aspx

http://www.militaryindustrialcomplex.com/us-special-operations-command-defense-contracts-listing.asp


http://www.socom.mil/sordac/Pages/NavRollUp.aspx#Programs

http://www.socom.mil/sordac/Pages/Programs_C4.aspx

48

o PEO C4 has the potential for FSI to be able to use its ample experience in

communications and computer infrastructure to fulfill these needs.

PEO Fixed Wing (http://www.socom.mil/sordac/Pages/Programs_FW.aspx)

PEO Maritime Systems (http://www.socom.mil/sordac/Pages/Programs_M.aspx)

PEO Rotary Wing (http://www.socom.mil/sordac/Pages/Programs_RW.aspx)

PEO Science & Technology

(http://www.socom.mil/sordac/Pages/Programs_ST.aspx)

o This PEO is aligned with FSI’s strength of being at the forefront of new

technological advances and should be looked into.

PEO Special Operations Forces Support Activity (SOFSA)

(http://www.socom.mil/sordac/Pages/Programs_SA.aspx)

o This PEO might provide some opportunities for FSI, as it deal mainly with

logistical movements and vehicle programs, which can be aided by

enhanced and more efficient technological solutions.

PEO Special Reconnaissance, Surveillance and Exploitation (SRSE)

(http://www.socom.mil/sordac/Pages/Programs_SR.aspx)

o This PEO is a natural fit for FSI’s many capabilities that relate to

surveillance and reconnaissance platforms and technology.

PEO SOF Warrior (http://www.socom.mil/sordac/Pages/Programs_SW.aspx)

o This is primary a program for individual SOF operator body and weapons

systems and there is likely little to no applicability here to FSI strengths.


Because of its many diverse and constantly shifting missions, SOCOM has very few

programs of record that last for many years. As discussed earlier, it has a large

requirement for Intelligence, Surveillance, and Reconnaissance (ISR) systems, but

instead of putting bids out for one or two common systems types to be distributed

across its many components, it often looks for systems for specific mission purposes. It

also likes to acquire commercial-off-the-shelf (COTS) systems when possible, because it

can be shipped and used in more areas than overtly military equipment. However,

SOCOM has been known to use some larger systems. Below are just a few examples of

these, but inevitably they are replaced by a competing system before long.

http://www.socom.mil/sordac/Pages/Programs_FW.aspx

http://www.socom.mil/sordac/Pages/Programs_M.aspx

http://www.socom.mil/sordac/Pages/Programs_RW.aspx

http://www.socom.mil/sordac/Pages/Programs_ST.aspx

http://www.socom.mil/sordac/Pages/Programs_SA.aspx

http://www.socom.mil/sordac/Pages/Programs_SR.aspx

http://www.socom.mil/sordac/Pages/Programs_SW.aspx

49

7.2.9.2.1 The Scorpion II Surveillance System

The Scorpion II Surveillance system is an unattended ground sensor (UGS) product that

SOCOM has used in the past. It allows for force protection and situational awareness, as

well as having use for developing pattern-of-life data on SOCOM persons of interest

(POI) or for setting ambushes on hostile targets. (Northrup Grumman) The Scorpion II

is built and fielded by Northrup Grumman, but unlike the Marines’ Tactical Remote

Sensor System (TRSS) and the Army’s Improved Remote Battlefield Sensor System

(IREMBASS), the Scorpion is but one of many sensor systems utilized by SOCOM.

7.2.9.2.2 Various Systems From Raytheon Blackbird

Though the systems are numerous and change and turn over frequently, Blackbird

Technologies, now a part of Raytheon has a long contracting history with SOCOM.

(Raytheon, Dec 18, 2015) Raytheon Blackbird provides many technical products and

services for SOCOM, many of them in the Intelligence, Surveillance, and

Reconnaissance realm, as well as others. (InsiderSurveillance.com, Nov 18, 2014)

7.2.9.3 Competition

7.2.9.3.1 Any Given Defense Contractor or Technology Company

U.S. Special Operations Command (SOCOM) is very fluid with its contracts and the

companies it deals with are numerous and turnover as quickly as better technology is

introduced. However, Raytheon Blackbird is one of SOCOM’s favored companies to

deal with. Raytheon acquired Blackbird specifically for its special operations focus and

it is always a major player in special operations technology contracts. Northrup

Grumman has also provided products for SOCOM, such as the aforementioned

Scorpion II, but is not as much a niche partner as Raytheon’s Blackbird Technologies.

Unlike the conventional services like the Army and Navy, SOCOM prides itself

on being agile and open-minded on the majority of its equipment programs. SOCOM

openly encourages companies to come to it with innovative equipment solutions and

regularly acquires systems to test and evaluate with its field elements such as the Navy

SEALs or Army Special Forces. The command even has an initiative to acquire more

disruptive and innovative technology by incentivizing companies that are traditionally

not involved in the defense industry to create solutions for SOCOM needs. At the

beginning of 2016, SOCOM opened its own technology incubation center called

SofWerX in Ybor City, a neighborhood within Tampa, Florida.

50

SofWerX’s purpose is to engage more with technology providers and move faster

with the procurement process of technology that will help SOCOM’s missions. To

accomplish this, the command has over 600 procurement officers, researchers, and

contracting officers, as well as the ability to sign deals with vendors immediately,

making it much more agile than typical military procurement. (Erwin, 2016)

The Department of Defense also has a larger scale initiative much like SofWerX,

where it appointed a board of mixed technology executives and military officers to

oversea a joint military-Silicone Valley venture to acquire better technology for defense

purposes. Former SOCOM Commander William McRaven is part of this board and will

likely be a SOCOM advocate for the program. (Lamothe, Jun 10, 2016)

These aspects are both a positive and a negative in the sense of competition.

While SOCOM is more apt to look for innovative solutions, this also pits FSI against

more defense contractors and even Silicone Valley technology companies and others

not normally involved in military procurement.


Website: http://www.raytheon.com/


7.2.9.4.1 Opportunity 1: Approach SOCOM with the Mobile Trailer Systems

Because many of its forces man small outposts within minimal personnel in the heart of

combat zones and other dangerous areas, enhanced force protection measures are

always desired. The mobility and reusability of the trailers are desirable attributes. It is

possible SOCOM would like to test and evaluate the mobile trailers for these uses.

7.2.9.4.2 Opportunity 2: Approach SOCOM with Counter Drone Systems

SOCOM is very adamant about acquiring a counter drone system in the near future.

According to an officer knowledgeable on SOCOM initiatives, SOCOM is closely

tracking several counter drone technology companies, but is hoping for a company to

provide a platform to integrate the counter drone radars into. This would be a good fit

for FSI mobile trailers to partner with drone radars for a ruggedized platform.


http://www.raytheon.com/

51

7.3 Direct Sales to Foreign Governments

Though the U.S. government is responsible for the current contract for capacity

building, it may be possible to also sell directly to foreign nations. Some U.S. partner

nations and allies may not meet the criteria for the current U.S. government capacity

building program, yet may still have need of these type of systems.

An example is Brazil, who is not currently included in the SPAWAR contract, but

who is hosting the Summer Olympic Games, also recently hosted the World Cup, and

demonstrates its desire to continue holding high profile international sporting events.

These events involve millions of people and multiple venues, all of which are potential

terrorist targets. It is too late for the Summer Olympics, but assuming legal concerns are

satisfied, the government of Brazil could be approached for potential sales for FSI’s

mobile surveillance systems for their next series of international events.

7.3.1 Opportunities

FSI has an existing product with an excellent track record for overseas nations. It should

leverage this to bypass lengthy contracting stipulations and sell directly to nations who

desire the capability.

7.3.1.1 Opportunity 1: Sales to Foreign Nations with Existing Relationships to FSI

Because FSI has delivered surveillance systems to various countries via the U.S.

government, notably Uganda, Bangladesh, Mozambique, Cameroon, and potentially

Lebanon and the Philippines, it already has a level of incumbency with these nations

and sales to them would be easier to initiate.

Uganda is the only country with the mobile trailer systems, but these could be

used by many of the other nations as well. Even if those nations only have FSI-designed

fixed radar stations, the unique capabilities of the mobile systems could be pitched to

them as an additional capability. Since these nations are familiar with the FSI brand and

quality in the other systems, they will likely be more open to listen.

7.3.1.2 Opportunity 2: Sales to Nations FSI Has Not Yet Done Business With

FSI’s systems have worked well for several nations overseas and this can be used to

better market them to additional countries where FSI has not yet delivered products.

These will be more difficult to approach than nations where FSI is known, but there are

52

many places that could use this technology and FSI should take advantage of its

existing products to the greatest extent possible.

7.3.2 Considerations for Direct Commercial Sales to Foreign Governments

There is a certain amount of extra risk accepted in doing any type of commercial sale,

especially internationally. In a defense contract, the U.S. is paying for the product or

service, creating a fairly secure transaction, no matter which country the end user is.

7.3.2.1 Legitimacy

FSI must ensure its sales are going to legitimate elements within any foreign

government it deals with. In using contacts previously met through the U.S.

government, there is a certain amount of security because they have presumably been

vetted through the U.S. government. However, for potential new relationships, FSI

should conduct a political analysis to ensure it is not doing business with a hostile

government or corrupt individuals using the government to fulfill their own needs.

This vetting is particularly important with surveillance equipment, because of

the potential for it to be used for nefarious purposes. Many problems can be avoided

thorough research prior to commencing business. The U.S. State Department can

provide information on governments that are legitimate, as well as those who have a

history of bad business with U.S. companies. Lack of diplomatic relations with the U.S.

should be a red flag, as these countries are more likely to be bad for FSI’s image.

7.3.2.2 Foreign Sales Contract Type

Many defense contracts stipulate a specific product coupled with a certain amount of

service, such as installation and training by FSI personnel. This setup is successful and

should not change much when conducting direct sales. However, the product warranty

should be outlined extensively, including anything that voids it, such as mishandled

maintenance by unqualified host nation personnel, etc. Also, the exact level of service

expectation should be outlined to limit the visits and days FSI personnel are required to

be on site, because these logistics add up in cost, as well as create an opportunity cost

for FSI personnel who have other projects requiring attention.

53

7.3.2.3 Payment

Some foreign nations have unstable currency or banking institutions, yet are prime

candidates for FSI sales. These are often good sales candidates, yet should be

approached with caution. To counter the threat that a country’s currency may devalue

from the time of the sales agreement until its completion, all contracts should be

negotiated in U.S. currency, which is one of the most stable globally. This way, is a host

nation experiences political strife and loses a quarter of its exchange rate, FSI does not

bear the burden of this because the deal was made in U.S. dollars.

Getting paid for the job is another issue. To counter the issue of non-payment,

FSI should negotiate a fee up front as a kind of security deposit, refundable at a certain

percentage during initial talks and site surveys, but non-refundable as soon as

procurement ensues. This investment should serve to both prove and secure a nation’s

interest in the product. The money for final payment could sit in an escrow account of a

legitimate international bank, deliverable to FSI upon contract fulfillment.

7.3.4 Potential New Foreign Nation Leads

Many nations have border and coast security needs, the majority of which FSI has not

yet conducted business with. To assess whether or not sales to a particular nation is a

good idea marketing research studies should be conducted on each candidate.

These studies should begin with ensuring the nation is on good diplomatic terms

with the U.S., so as not to step into any messy political situations. With this, any

potential sanctions leveraged at the nation should be looked at. Next, the stability of the

government should be examined to reduce the risk of doing business with a party that

may be ousted soon thereafter; this can usually be gauged well enough by looking at

the history of government turnovers or coup attempts in the last few decades.

Following this, a look at the country’s economy and currency stability can yield good

insights as to if it can even afford FSI systems. All of these considerations will help FSI

decide whether the nation in question is a good candidate for business. Once the

answer to this question is a ‘yes’ then analysis of its motivations can begin.

Nations have a variety of motivations for security decisions. To begin this

assessment, the nation’s security need must first be established. FSI should assess the

region and look for factors such as smuggling of drugs or other illicit goods, human

trafficking, illegal immigration, cross-border terrorism, or other such matters. When any

of these factors are identified, a country-by-country assessment of all those in region can

54

begin to see which ones have their security, economy, or other important factors

affected. A solution for any of these needs can help FSI develop a viable sales pitch.

7.3.5 Information Sources For Direct Foreign Sales Research

The information mentioned in these preceding sub-sections may seem a tall order at

first glance, but much of it is readily available through a variety of means and sources.

7.3.5.1 Marketing Intelligence Via Other Businesses

One of the best means to gather information on an intended sales target country is by

asking companies that are currently or have in the past done business with the nation.

The best prospects come from businesses in the same industry, such as defense

contractors, but many times these will also be competitors, so it may not always be

viable. Still, networking and sharing information on projects that are not directly

competing will benefit FSI and its fellow defense industry partners and potentially

establish more lasting relationships. Businesses who have had success or failure with a

particular foreign venture are some of the best resources for such future efforts.

7.3.5.2 Matters From the U.S. Embassy

Tapping into the U.S. State Department and the U.S. embassy is the target sales country

can also provide valuable insights. The embassy will not have a great deal of motivation

to assist a private business, but this can be approached as FSI explaining it wants to be a

good representative of U.S. business and does not want any embarrassing disputes with

the host nation and basic unclassified information provided by the U.S. embassy could

help avoid any such instances.

Within the embassy, personnel who deal with foreign military sales on behalf of

the U.S. government will have good insights. Likewise, State Department officers from

the political section will have unique knowledge on government issues and tendencies.

However, possibly the best people to talk to, if access is available are State Department

officers from the Economic section. These diplomats and analysts will be extremely

knowledgeable on the host nation’s economy, U.S. interests and efforts in this area, and

probably on past and current efforts of other U.S. businesses.

55

7.3.5.3 Hiring an Analyst

The aforementioned analysis crosses market intelligence and geopolitical intelligence

boundaries and may be difficult for existing personnel to do in addition to normal

work. One possible solution is to hire a former U.S. military or agency analyst for this

explicit purpose. A good former All-Source analyst or any such analyst who handled

strategic intelligence as part of the U.S. military or intelligence agency would be at

home in putting together specifics on each FSI target sales country. These analysts are

experienced in researching and providing analysis on different countries according to

whatever intelligence needs there are at the time, such as terrorism, Weapons of Mass

Destruction, drug trafficking, etc. Each of these issues requires the analyst to tailor the

intelligence to it. Doing so for an FSI business focus would only be another variation

and require little adjustment. A full-time or part-time analyst could help FSI more

quickly prioritize the business needs and viability of potential sales countries.

7.3.5.4 Subscription Intelligence Services & Research Websites

Intelligence is making its way into the private sector and there are some excellent

subscription services that provide timely information and alerts to businesses.

7.3.5.4.1 CIA World Factbook

The U.S. Central Intelligence Agency (CIA) keeps one of the best unclassified

information sources on global matters and individual countries. This site is very useful

in gaining facts about a given country and is very reliable.

Website: https://www.cia.gov/library/publications/the-world-factbook/

7.3.5.4.2 The Economist Intelligence Unit

The Economist Intelligence Unit is an offshoot of the Economist Magazine, which

provides excellent analysis on hundreds of countries worldwide. The added benefit of

this site is that it looks at these matters through the optics of business. A subscription

will purchase access to very useful analysis, both archival and current. It also provides

consulting solutions, which may be worth it for specific ventures where information is

not found elsewhere, but generally subscription services are most cost effective.

Website: http://www.eiu.com/home.aspx#introduction

https://www.cia.gov/library/publications/the-world-factbook/

http://www.eiu.com/home.aspx#introduction

56

7.3.5.4.3 is HIS Jane’s 360

Another reliable subscription intelligence service is HIS Jane’s 360. This website has a

plethora of information, both archival and current, on many topics of interest around

the globe. A subscription gives access to the website, which will provide answers to

many questions about whether or not to approach a country.

Website: http://www.janes.com/

7.3.5.4.4 Stratfor

Stratfor is one such subscription service. It is an intelligence group with worldwide

resources and very timely information ranging from geopolitical to business. This

service can be subscribed to for a small fee, opening its entire website, filled with

archives useful to any analyst. It also provides tailored email alerts, which can be

geared toward specific regions, countries, or topics of interest.

Website: https://www.stratfor.com/

7.4 Potential New Markets: Commercial

Though to date, FSI has marketed its mobile surveillance platforms via U.S government

contract, the private sector has a market for them as well. FSI’s tailored surveillance and

enhanced situational awareness solutions have the potential to gain market share in the

commercially, provided the proper customer segments are targeted.

The ForTRAK, ForSEA, and ForCOMM systems provide a portable and mobile

capability for enhanced situational awareness for miles around. Industries and

companies with these needs should be examined as potential target customers. Some

examples of these are oil and mining businesses. Both of these industries are dependent

on natural resources, which they must extract from specific locations around the world,

many of which are in areas of questionable safety. Both industries oftentimes require

exploratory site surveys in order to see if a particular location warrants a larger or more

permanent facility. Though larger facilities may install fixed security solutions, smaller

or exploratory locations could certainly benefit from a mobile security capability, which

is more cost effective to move and reuse than fixed surveillance solutions.

7.4.1 Environmental and Natural Resource Protection

Current surveillance technology for the ForTRAK, ForSEA, and ForCOMM systems

focuses on detecting personnel, vehicles, and vessels on land and at sea for the national

security objectives of U.S. partner nations. However, these same capabilities could also

http://www.janes.com/

https://www.stratfor.com/

57

serve other purposes for foreign governments, such as environmental and natural

resource protection. Cambridge International Solutions is already providing a fixed

radar station to the government of Costa Rica, by means of a Costa Rican environmental

NGO, to detect illegal fisherman of the coast of the nation’s Cocos Island. The incentive

for this was for Costa Rica to protect its fish resources for its own economic benefit and

also to better comply with United Nations protected area goals. This venture involved a

company repurposing its existing technology for a growing commercial market.

7.4.1.1 Competition

7.4.1.1.1 Cambridge International Solutions

Cambridge International Solutions is already leveraging its national security maritime

technology for environmental purposes. They have the technology, aptitude, and are

already seeing success in this endeavor. Specifically, their contract with a Costa Rican

NGO to help protect the environment of Cocos Island is an example of how technology

can be repurposed to detect poaching and illegal fishing.



Environmental protection is no longer a luxury meant only for first world countries, but

a clear and present economic consideration for many developing nations as well. Illegal

fishing depletes the sea for legitimate enterprises, causing these businesses to struggle

and overall seafood prices to climb, which hurts economic interests. Poaching has the

same effect on game, depleting forests, jungles, and deserts of animals and causing the

endangerment of species, making it more difficult for legitimate hunters to bring back

food. As these increase globally, the demand for solutions will likely increase.

7.4.1.2.1 Opportunity 1: Repurpose Existing Mobile Trailers For Environmental Monitoring

One of the challenges facing the mobile trailer systems is how much to spend

reconfiguring them for a new objective. However, environmental monitoring can likely

be achieved through repurposing existing systems. These systems already have the

required features to detect poacher vehicles and personnel on land using the ForTRAK

and illegal fishing craft off the coast with the ForSEA. The ForCOMM allows for data


58

from the other systems to be collected at a central location. The differentiator with the

mobile systems over a fixed tower like Cambridge’s is that, like smugglers, poachers

will eventually learn the location and approximate range of fixed equipment. While this

helps with deterrence in the immediate area surrounding the tower, poachers will likely

move to areas outside of coverage and continue their activities. The mobile systems can

be repositioned at will to any areas, forcing poachers to constantly change their

activities and hopefully eventually forcing them out of the area altogether.

7.4.1.2.2 Opportunity 2: Tailor Other Surveillance Technology For Environmental Monitoring

Though the primary focus of this study is on the mobile trailer systems, FSI has a large

breadth of fixed surveillance solutions capabilities as well. Cambridge International

Solutions used a fixed tower on Cocos Island for a more permanent surveillance

solution, which likely has increased range for detection over mobile options. While the

mobile trailers can be advantageous in that they can be repositioned to areas of need

with little trouble, governments may seek solutions that already have proven models

for this specific use. In this case, FSI could provide the same basic functionality with a

fixed tower solution, referring to its track record of successful installations via U.S.

government contract in different countries and making the comparison with

Cambridge’s tower, to demonstrate capability and proficiency in this regard.

7.4.2 Bird Strike Prevention

Detection of bird flocks of that threaten aircraft by destroying their engines is a key use

of radar at both government and commercial airports. (accipiterradar.com) According

to the Federal Aviation Administration (FAA), bird strikes are the second highest cause

of fatalities related to aviation. (FAA) Birds and other wildlife are estimated to cause

more than $900 million of damage to U.S. military and civil aircraft annually. (Bird

Strike Committee USA) A small percentage of aircraft bird strikes result in crashes,.

According to the FAA, there were 279 people injured and 25 fatalities caused by birds

striking aircraft between 1990 and 2013. (FAA)

The urgency of these hazards is compounded by data from the FAA showing a

trend in increased bird strikes over the last two decades. According to the data, the

occurrence of bird strikes was approximately five times higher in 2012 than in 1990.

This increase is based on several factors. Many birds, including geese that strike engines

has increased in numbers over the years. Also, increased awareness through technology

59

has also led to increased reporting of bird strikes. Lastly, there are more flights now

than ever before and airplane engines are much quieter, which means it is more difficult

for birds to hear them and get out of the way. (Geoghegan, Nov 6, 2013)

Figure 6: The increasing prevalence of bird strikes from 1990 to 2012

(BBC graphic from FAA)

7.4.2.1 Competition

Most systems in this market come as both fixed platforms, permanently attached to the

airfields they protect, or as mobile trailers. Detect, Inc.’s bird strike avoidance systems

are mostly trailers, while Accipiter fields both mobile and fixed versions. FSI could

enter this market with its trailers; however, the components would need to be

configured for the new purpose of bird detection.

Figure 7: Detect, Inc.’s Merlin bird hazard detection Radar system

(detect-inc.com)

60

7.4.2.1.1 Detect Inc.

Detect Inc. is already firmly set in the bird strike prevention industry. It features several

solutions in this area, including the Merlin (shown in Figure 7 above), which is a mobile

trailer radar very similar in appearance to FSI’s systems. A Merlin trailer system

reportedly has a price of approximately $500,000. (Liewer, 2014)

Detect Inc. fields similar systems for coastal and border surveillance as well.

While its incumbency in the bird strike prevention industry gives it an early adopter

advantage, it also provides a clearer roadmap for FSI to follow to reconfigure its own

mobile trailers into bird strike prevention systems. Detect Inc. has already proven the

model and applicability and provides an excellent opportunity for FSI to benchmark it

and develop a comparable product to compete.

Website: http://www.detect-inc.com/

7.4.2.1.2 Accipiter Radar

Accipiter Radar specializes in radar configurations of all types and is heavily involved

in the border and coastal protection, bird and bat protection, and bird strike detection

industries. It fields some mobile radar solutions on trailers, very similar to FSI’s. Like

Detect Inc., Accipiter enjoys an early adopter advantage for providing real-time bird

strike detection measures, however it too can be benchmarked and its model noted to

make FSI’s own transition to this industry easier.


7.4.2.1.3 Birdstrike Alliance (The Bird Control Group, Robin Radar, Veisar Technologies)

Birdstrike Alliance is actually a cooperation of three different companies that combine

their technology for a fully integrated solution to bird strikes. (Birdstrike Alliance) The

Bird Control Group is a company that focuses mainly on deterrent solutions, such as

visual lasers, which they report are disturbing for birds and drive them away from

airports. (Bird Control Group) Robin Radar is a general radar company providing bird

detection solutions. (Robin Radar) Veisar Technologies is an integrated technology

company that specializes in overall infrastructure protection. Veisar is able to provide

infrastructure for bird strike detection and prevention services, including combining its

infrastructure with systems from Robin Radar for detection and the Bird Control group

http://www.detect-inc.com/


61

for deterrence for a comprehensive solution. (Veisar Technologies) Together, these three

companies pose a threat to the industry due to their comprehensive approach.

Website: http://birdstrikealliance.com/

Website: http://birdcontrolgroup.com/

Website: http://www.robinradar.com/

Website: http://www.veisar.com/


Many existing bird strike avoidance systems rely on historical bird flock data, but the

recent emergence of real-time tracking capabilities are increasing the urgency to adopt

and utilize it to increase safety and reduce damage to aircraft.

7.4.2.2.1 Opportunity 1: Reconfigure Mobile Trailer Model for Bird Strike Detection

Many current bird strike detection systems also rely on the trailer platform for their

sensor arrays. However, bird strike radars are likely different than radars currently

employed on FSI’s mobile trailers. However, these trailers can be manufactured with

whatever radar specifications required, so altering them for bird detection radar should

not be much of a change. There are other research and development aspects to this, but

it is one of the least change-intensive ways to repurpose the mobile trailer systems. The

safety aspect makes it all the more important to world airports.

7.4.3 Bird and Bat Protection

Bird and bat protection is meant to prevent damage from birds and bats flying into

industrial work areas and factories and to protect the creatures themselves.

(accipiterradar.com) Noise at many of these sites attracts animals and many of the

chemicals or other hazards such as wind turbines are dangerous to them. Bird

protection radars are set up to detect incoming flocks and enact deterrents to ward them

away before they become victims of the various hazards. Also, these systems do not

necessarily have to be fixed sites, since these bird problems may affect different sites at

different times and may not be reoccurring. For this reason, many of the bird protection

solutions are designed around a mobile trailer system similar to FSI’s setup, but with

different radar and software designed solely around bird detection and deterrence.

http://birdstrikealliance.com/

http://birdcontrolgroup.com/

http://www.robinradar.com/

http://www.veisar.com/

62

Figure 8: Two of Accipiter’s mobile bird protection radar systems

(accipiterradar.com)

7.4.3.1 Competition

7.4.3.1.1 Accipiter Radar

As previously mentioned Accipiter Radar specializes in all types of radar and operates

within the border and coastal protection, bird strike detection, and bird protection

industries. As shown in Figure 8, it fields variations of bird protection radar to detect

and ward off birds and bats from areas where they will cause damage or be killed. Like

bird strike prevention, Accipiter can be used as an example of a successful mobile

system already in the bird and bat protection industry.


7.4.3.1.2 Robin Radar

Robin Radar provides solutions for protection of birds at wind farms or industrial areas.

It also sports capabilities in drone detection. (Robin Radar) However, it is best known

for being part of the Birdstrike Alliance, where it partners with the Bird Control Group,

a bird deterrent company, and Veisar Technologies, a critical infrastructure solution

provider, to prevent aircraft bird strikes. (Birdstrike Alliance)




63


Bird and bat protection presents an opportunity for FSI’s mobile trailers, albeit in a

limited market. Birds and bats are often drawn to the noise of wind farms, factories, or

plants and this presents a problem on several levels. One driver of this industry are

environmental concerns for birds and bats killed by machinery or chemicals.

However, another reason this industry presents some opportunity is the cost for

parts, equipment, repairs, and lost production that results from birds or bats flying into

and damaging equipment. Repairs to wind farm propellers are very costly and lower

production of energy until they are complete. The same type of drawbacks can likely be

said for damage to most equipment in other kinds of factories or plants. For this reason,

the decision to utilize detection and deterrence measures can boil down to a cost-benefit

analysis for the given company. Not every location will suffer the problems associated

with birds and bats, but for those that do, these systems can provide a much needed

solution; one that also plays well in pubic relations in the pubic relations arena.

7.4.3.2.1 Opportunity 1: Reconfigure Existing Mobile Trailers with Bird Detection and Deterrence

Capabilities

FSI’s existing mobile trailers are a proven design for mobile sensor capabilities and

could be outfitted with animal detention sensors. Another capability that often goes

along with detection in this industry is that of deterrence, which is usually an

automated noise response that repels the incoming birds or bats. This deterrence aspect

would require additional research and development, so costs and time need to be taken

into account. However, the trailer design would remain and only the components such

as the radar, software, and deterrence systems would need to be modified or added.

7.4.3.2.2 Opportunity 2: Design A New, Less Costly Trailer For Bird Detection and Deterrence

Another option for FSI is to design a trailer system completely around the bird

detection and deterrence concept. While this would require more work in research and

development than using the existing trailer systems, Accipiter’s trailer system looks

simpler than FSI’s model and indicates avian radars may not require the level of

sophistication that ForTRAK and ForSEA have for coastal and border operations.

Removing components such as the shelter will likely result in cost savings.

64

Figure 9: Accipiter’s System Network Architecture for its Bird Deterrence Capability

(Taken from a published Accipiter report, The Role Of Radar Activated Waterfowl

Deterrents On Tailings Ponds on accipiterradar.com)

7.4.4 Drone Detection

As Unmanned Aerial Vehicles (UAV) or drones become more widely available,

detecting them is a quickly emerging market for radar and situational awareness

systems. This includes airports, where drones hazard aircraft, government buildings,

where fears of explosive-laden drones are emerging, and many additional places.

As drones become more commercially available, the threat from them is more

apparent to the public. In May of 2015, a man flew a drone onto the lawn of the White

House, raising serious security concerns about what kind of threat these craft could

potentially pose. (Holmes, 2015) In June of 2016 a drone halted all operations at Dubai

International Airport when it wandered into restricted airspace. (Associated Press,

2016) Defense officials in the United Kingdom publicly stated in May of 2016 that they

are concerned about the possibility the terrorist organization known as ISIS will

weaponize a drone to use against the public. (Oliphant, 2016) The threat to aircraft at

airports and the public is growing along with the prevalence of the drones themselves,

but few systems exist to satisfy these new detection needs.

There is also a mounting call for drone detection and deterrence around prisons.

In March of 2016 an inmate at the Western Correctional Institution was convicted of

conspiring to fly drugs into the prison. (Dishneau, Mar 17, 2016) However, James

Deater, a Maryland State Trooper for 23 years said that the greatest threat drones pose

65

to prisons is the potential to fly in weapons such as knives or guns, which could pose a

danger to both prisoners and correctional officers. (Stelter, Jun 10, 2016)

Figure 10: Drones are an increasing threat to prisons

(Kolodny, May 2016)

The U.S. military is also very concerned about the drone threat. According to an officer

familiar with Special Operations Command’s (SOCOM) priorities, Silicone Valley

initiative is currently monitoring several drone detection companies and readying itself

to present the leading candidate with a contract to provide Special Operations Forces

(SOF) with counter-drone capabilities. However, most counter-drone companies have

no ruggedized military platform. This presents FSI with an opportunity to fill the void

by partnering with one of the leading drone detection radar companies.

Drone detection and deterrence is an area that still requires much research and

development, but has the potential to expand exponentially along with the commercial

drone market in the near future.

7.4.4.1 Competition

7.4.4.1.1 Detect, Inc.

This market is still developing, but Detect, Inc. has a line of products for drone

detection, including radar systems integrated with tracking and alert software. Most of

this company’s products are large, hard-mounted radar systems with specialized

software integration. (Detect-inc.com) However, its competitive advantage seems to be

very good at detection and tracking through hardware and software integration.

66


7.4.4.1.2 Dedrone

Dedrone is another company specializing in drone detection. Its products are smaller

sensor systems, which are advertised as capable of being mounted on the sides of

buildings or on tall poles. (Dedrone.com) It is also possible this product is a good fit as a

sensor component for a mobile trailer drone detection system. DeDrone is already in the

practice of partnering with security firms to provide their hardware for solutions.

(Kolodny, May 2016) The company has raised a total of $12.9 million of capital as of

May 2016 and has approximately 40 employees. FSI could potentially partner with

Dedrone to use its detection hardware and software, while FSI provides the platform.

Website: http://www.dedrone.com/en/

7.4.4.1.3 Robin Radar

Robin Radar specializes in many different types of radar solutions, including drone

detection. Its Elvira system combines radar and software to detect drones with an

advertised the range of up to three kilometers. While this platform resembles a small

barrel device (shown in Figure 11 below), Robin Radar states it can be part of a larger

more comprehensive detection package. (Robin Radar) The systems appear to be

portable, making it a competitor with FSI’s potential use of mobile trailers.

Robin radar is also involved in the bird protection market and part of the

Birdstrike Alliance, where it cooperates with the Bird Control Group, a bird deterrent

company, and Veisar Technologies, a company providing critical infrastructure

solutions. (Birdstrike Alliance)



http://www.dedrone.com/en/


67

Figure 11: Robin Radar’s Elvira drone detection radar

(robinradar.com)


Thus far the drone detection industry is quiet, but it is ripe for extensive growth as the

prevalence of drone incidents become more frequent and publicized. Experts familiar

with both SOCOM and Customs and Border Protection (CBP) verified extensive

demand exists across the Department of Defense (DOD) and Department Homeland

Security (DHS). Companies would be wise to develop robust drone detection solutions

and become early adopters to catch the first major wave of demand.

7.4.4.2.1 Opportunity 1: Reconfigure Existing Mobile Trailers For Drone Detection

One way into this potentially lucrative industry is to use the existing mobile trailer

platforms and reconfigure the sensor systems, including radar, for drone detection and

tracking. This has the advantage of utilizing existing platform designs and narrowing

the focus to the new detection radar and software. However, a drawback is that the

ForTRAK and ForSEA platforms might not be best designed for air detection.

68

7.4.4.2.2 Opportunity 2: Develop New Products Specifically For Drone Detection

FSI could design new platforms from scratch specifically for drone detection. This has

the advantage of creating tailor-made, state-of-the-art platforms specifically centered

around this emerging mission and designing everything for this purpose instead of

retrofitting as in Option 1. However, designing from scratch has the drawback of

increased costs from new research and development and all of the unknowns that come

with a new and unproven system. However, some of these uncertainties can be

mitigated by closely studying competitors such as Detect, Inc. and Dedrone for

hardware design and business models. These companies are among first movers in the

industry and can be benchmarked and their lessons used for early adopters such as FSI.

7.4.5 Oil & Gas Industry

The oil and gas industry is an extremely high-dollar business that requires large

investments in infrastructure such as drilling and processing facilities, making it a

potential customer for FSI’s surveillance and situational awareness solutions.

7.4.5.1 Competition

Many oil companies utilize a mix of technology and personnel for security. Some oil

companies contract with major security firms for a comprehensive security package.

7.4.5.1.1 G4S

G4S specializes in high-risk areas and currently holds contracts with many oil and gas

companies, such as ChevronTexaco, ExxonMobil, LukArco, and Kazakhstan Ventures.

Many security solutions offered by G4S are centered around on personnel in static and

patrol guard positions along with some integrated technology. This technology is likely

commodity products such as basic camera systems. FSI could position the mobile

trailers as advanced technologies that differentiate themselves through reduced

manpower requirements and increased situational awareness range. (G4S.uk.com)

Website: http://www.g4s.us/en-US/

7.4.5.1.2 Tyco

Tyco provides security and fire suppression solutions to 90% of the top 50 oil and gas

companies worldwide. It has robust video surveillance and integrated security

solutions, though these appear to be a basic mix of personnel and video cameras.

http://www.g4s.us/en-US/

69

(Tyco.com) Selling or licensing mobile trailer systems to Tyco would be an excellent

way to enter multiple markets without having to approach each one individually. The

same approach of differentiation through reducing manpower and enhancing

situational awareness is a good position for approaching Tyco. It has sufficient money,

resources, and experience for standard security packages, but the advanced technology

and proprietary design of the mobile systems make it probable that a company like

Tyco would prefer to license or buy them instead of replicate the capability itself.

Website: http://www.tyco.com/


There are two potential ways to approach the situation in the oil and gas industry. The

first is to approach industry companies directly to provide a security solution. The

second is to partner with security companies already servicing the oil and gas industry

and convince them of the need for improved technology to aid their security contracts.

7.4.5.2.1 Opportunity 1: Appeal Directly to Oil & Gas Companies

The first option is to approach the oil companies directly and offer the ForTRAK,

ForSEA, and ForCOMM product package as a necessary enhancement to the particular

company’s security infrastructure. The technological options on these systems far

surpass existing low-tech camera solutions, and could lower the security cost for the oil

company by requiring less manpower. Each trailer system can cover miles of ground

through its sensors, which take the place of numerous guards.

The portability of the ForSEA and ForCOMM units is also a natural fit for

offshore oil rigs. According to a consultant for the oil industry, these rigs are

notoriously unprotected. Instead of expensive integration of fixed systems on the rigs,

the ForSEA and ForCOMM systems could easily be airlifted and placed on any desired

rig, immediately operable upon delivery, with no installation time required.

7.4.5.2.2 Opportunity 2: Market to Individual Security Providers for Oil & Gas

The second option is to market the ForTRAK, ForSEA, and ForCOMM products directly

to the security companies. This would certainly target the oil and gas industry, though

many of these companies have a variety of clients for its security services, so there is the

potential for it to stretch into other industries as well.

http://www.tyco.com/

70

The approach should entail how the product line is advanced technology, which

differentiates the company’s security offering from competitors. Since the systems are

portable, they are ultimately less expensive and quicker for the company to implement

than constructing fixed surveillance infrastructure. Another differentiator is they can be

moved at will, able to deploy anywhere at any scale.

7.4.6 Mining Industry

Mining is a very equipment and labor-intensive industry. Depending on the type of

mine, there is normally very little extracted from the earth compared to the high cost,

personnel numbers, and equipment hours. Many mines are also located in areas known

for poverty, danger, and uncertainty; issues that raise the risk factor, even before the

dangerous work of mining itself is considered.

7.4.6.1 Competition

Like oil and gas, mining is an industry that invests an incredible amount of money,

resources, and personnel into its operations. However, many of these operations are in

high-risk areas around the globe where its assets are vulnerable to theft or attacks.

While some mines retain an organic security capability, many others choose to

contract private security firms to fulfill the requirement. Many of these firms are larger

than just providing sensors or cameras to the mines, entailing complex and

comprehensive solutions. For this reason, it is not realistic for FSI to compete against

them in the sense of fulfilling an entire mining security contract. FSI’s competitive

advantage is in its innovative engineering and technology solutions, not guards and

other non-technical security considerations. Security firms in this area are competing

with FSI in the sense that standard cameras and sentries are a substitute for situational

awareness platforms like the mobile trailer systems. Therefore, each of these

competitors must also be seen as a potential partner and client for FSI’s systems.

7.4.6.1.1 Wunderlich & Gladstone

Wunderlich & Gladstone is a small security company that likely partners with other

security providers to fulfill contracts with companies such as those in the mining

industry. (winderlich-gladstone.com) This presents an opportunity for FSI to

collaborate because W&G has connections and a history with the mining industry and

FSI has technologically advanced security solutions.

71

Website: http://www.wunderlich-gladston.com/

7.4.6.1.2 Executive Security Services International, Inc.

Executive Security Services International Inc. provides security services to clients in

over 40 countries, including mining companies. While the company does not appear to

have any products that directly compete with FSI’s mobile trailer platforms, they are

definitely substitutes. However, the mobile trailers could be positioned as a

complement to the existing security solutions offered by Executive Security Services

International, Inc., providing them with further differentiation from their own

competitors in the security industry.

Website: http://www.executivesecurity.ca/


The mining industry has potential because of its constant need to conduct business in

the dangerous areas. There are two potential ways to approach this situation.

7.4.6.2.1 Opportunity 1: Appeal Directly to Mining Companies

Mining companies are highly concerned with anything that slows or stops operations.

One of mining’s biggest challenges is the internal threat of theft from mining workers.

This is normally defeated by security personnel conducting screenings on those exiting

the mine and has little applicability to the mobile surveillance systems. However, the

systems are relevant to several other threats faced by the industry.

Theft on mined goods can also occur from external threats. An example of this is

the South African gold mining industry, where many of the mines have miles of

passages and multiple entrances, some of what are closed off. However, thieves

sometimes use these old entrances to enter the shafts and illegally extract gold. (Venter,

2008) This causes several problems; first, the loss in gold equates to a direct loss in

revenue for the company. There is also the issue of liability; because these entrances are

not currently used, many of the shafts they lead to are dangerous and there are a

relatively large amount of fatalities from illegal exploits over the years. Companies are

combatting this by using video surveillance systems, which are positioned near the

entrances. This is an area where the ForTRAK and ForCOMM systems could be useful.

http://www.wunderlich-gladston.com/

http://www.executivesecurity.ca/

72

Another potential threat faced by mining companies is that of terrorism. The

coordinated terror attacks on two French-run mines in the country of Niger in 2013

brought to light the danger terrorism poses to these massive operations. According to a

France 24 news report, the terrorists slipped a vehicle borne improvised explosive

device (VBIED) past roadblocks during a security personnel shift change. (France

24.com) With the enhanced range and sensor ability of the ForTRAK and ForCOMM

systems, such threats could be spotted ahead of time and roadblocks closed in time.

The positioning for the ForTRAK and ForCOMM systems give them a decided

edge over regular video surveillance. Their mobility is also an advantage, as they could

be moved to the highest risk areas and reused in as many different places as required.

7.4.6.2.2 Opportunity 2: Market to Individual Security Providers for Mining

Like the oil and gas industry, many mining companies choose to outsource some or all

of their security needs. ForTRAK, ForSEA, and ForCOMM systems could be marketed

directly to the individual security companies, with the positioning that these systems

differentiate the firm by means of superior integrated sensor and situational awareness

technology. Highlighting how the platforms are mobile and versatile and could counter

both threats of illegal miners and terrorist attacks.

7.5 Total Addressable Market

In order to see the prospects for each product line, the Total Addressable Market (TAM)

was calculated for each sub-industry using a bottom-up approach. TAM is an estimate

of what the entire possible market is for all industry players combined.

In lieu of using the sensitive price point of FSI’s trailers, the mean price of

competing systems (approximately $400,000) was used for the following calculations.

For direct foreign sales to foreign governments TAM was calculated using nations with

U.S. diplomatic relations and allocating four units to the 20% that that need and can

afford them. For the oil & gas industry, one system was allocated for 50% of the total

number rigs in high-risk locations. Mining industry demand is primarily in Africa, so

the top 30%of that total number of mining projects were taken and allocated three units

each. TAM for environmental and resource protection was estimated by allocating three

systems for 50% of world nations with coastlines. Bird strike prevention was calculated

by allocating two units to the estimated two percent of world airports that require it.

TAM for bird and bat protection allocated one unit for every 100 turbines for the

73

estimated five percent of world wind farms that require such services. Drone detection

was calculated by allocating three systems for the sum of state and county fairs, U.S.

professional football and baseball stadiums, global professional soccer stadiums, U.S.

Special Operations units, and U.S. Customs and Border Protection Field Offices.

Figure 12: Total Addressable Market by Industry7.6 Growth Prospects

7.5.1 Total Addressable Market Analysis

The Total Addressable Market (TAM) amounts in Figure 12 may vary from other

estimates, but the amounts were verified as close to those of other secondary research

sources where possible.

All industries show a delta between the TAM and what is already serviced,

indicating remaining demand. The markets that are easy to enter with existing systems

such as oil & gas, mining, and direct sales to foreign governments should certainly

garner some attention as these can be entered immediately. However, the largest gaps

exist with bird strike prevention and drone detection. Bird strike prevention shows

some promise, but is also serviced by a host of substitutes to detection, such as timed

sound deterrents. However, drone detection shows much remaining demand and has

virtually no substitutes to speak of, making it the most promising. (References for the

aforementioned TAM calculations are: World Atlas, Statista, Deloitte, geo Lounge,

Charts Bin, Global Wind Energy Council, National Wind Coordinating Council, Events

74

in America, Major League Baseball, Wikipedia, the National Football League; every

website of which can be found in the References section).

7.6 Growth Prospects

Each of the aforementioned market segments encompasses similar mobile platform

systems with radar and other equipment. However, these segments differ greatly in

growth potential, which are a major consideration for entering any market. The

standard practice of Compound Annual Growth Rate (CAGR) will be used to assess

each market’s future prospects. CAGR is the mean annual growth rate of the industries

over a specified period of time. (Investopedia) These calculations smooth out the spikes

and dips for a steady growth rate percentage for each year.

7.6.1 Overall Radar Industry

(Encompasses all uses of Radar Industry-Wide)

The radar industry as a whole is expected to grow at a CAGR of 12.43% between 2013-

2018. (Radiant Insights, 2014) This growth is steady and to be expected, given all of the

sub-industries of radar that are becoming wider known. This overall radar industry

CAGR is what the other sub-industries will be benchmarked against.

7.6.2 Security & Surveillance Radar Industry

(Encompasses all Government Contracts [Sections 7.1, 7.2], Direct Sales to Foreign

Governments [Section 7.3], Oil & Gas Security [Section 7.4.5], Mining Security

[Section 7.4.6], and Environmental & Natural Resource Protection [Section 7.4.1])

The global surveillance and security radar market was estimated at approximately $6.08

billion in 2014 and is estimated to grow to $8.61 billion by 2019, meaning a CAGR of

5.97% for this five-year period. This is less than half of the performance of the overall

radar market. (Markets & Markets, Jun, 2016)

7.6.3 Bird Strike Prevention Radar Industry

(Encompasses Bird Strike Prevention Systems [Section 7.4.2])

The Bird Strike Prevention sector has virtually no data on the worth of this small sub-

industry. Since industry values are not available, we can substitute the growth in bird

strikes costs for the market growth. By presenting the costs as market demand, we can

see if it rises and see if the growth in this demand presents a market opportunity.

75

In 1990, bird strike costs were approximately $600 million. (Rice, 2005) 24 years

later in 2014 these costs were approximately $1.2 billion. (The Economist, Jan 18, 2014)

Calculating these factors into the formula results in a CAGR of 2.81%. Essentially, this

means if we look at the costs of bird strikes as market worth, it has only grown small

percentage each year when averaged using the comparable CAGR formula. This is still

below the radar industry average of 12.43%.

7.6.4 Drone Detection Radar Industry

(Encompasses Drone Detection Systems [Section 7.4.4])

The drone detection industry is one of the fastest growing and most promising. This

emerging industry is estimated at a CAGR of an astounding 23.89%, approximately

twice that of the global radar industry. (Markets & Markets, Feb, 2016) This growth is

driven by the fast-paced advancement of drone technology, as well as the increasing

threat of secure area penetrations and use by terrorists.

7.6.5 Summary of Potential Growth

The comparison of industries shows the radar industry as a whole is growing at a

steady pace of 12.43%. The surveillance and security industry shows projected growth

at 5.97%, less than half that of the overall industry. Bird strike detection radar is a nice

niche field, but considering the number of years it has been developing, the growth is

small at only 2.81%, with no indication of changing anytime soon. However, the drone

detection radar industry is projected at 23.89%, roughly twice as much as the overall

industry average, showing the most potential of all.

76

Figure 13: A comparison of Compound Annual Growth Rates for radar industry

*Bird strike radar CAGR is calculated using damage costs. Refer to section 7.5.3 for details.

0.00%

5.00%

10.00%

15.00%

20.00%

25.00%

Overall RadarIndustry

Surveillance &Security Radar

Bird StrikeRadar

DroneDetection

Radar

12.43%

5.97%2.81%

23.89%

8.0 Branding Considerations

8.1 Points of Difference

FSI’s ForTRAK, ForSEA, and ForCOMM systems differentiate themselves from

competitors through their ability to bring robust and integrated surveillance capabilities

in a mobile and scalable package. This is partially due to their ruggedized design, the

ability to use as many platforms as needed, and the integration software that brings the

entire system together for a common operating picture for situational awareness.

8.2 Brand Positioning

8.2.1 Current

FSI currently positions its ForTRAK, ForSEA, and ForCOMM systems as a rugged

solution for U.S. partner nations to build their own security and defense capabilities.

8.2.2 Proposed

Determining product brand positioning should be a comprehensive process that takes

into account many different aspects of the product and industry. For this, branding

agency Smartling recommends four key questions that should first be answered when

developing positioning statements. FSI has several different markets it will potentially

enter and must develop a specific positioning center for each target customer segment.

77

8.2.2.1 Border and Coastal Surveillance

8.2.2.1.1 Question 1: What is the brand and what does it stand for?

Border & Coastal Surveillance: ForSIGHT is a premier choice for mobile

surveillance along any border or coast. The U.S. government trusts the brand and

delivers it to U.S. allies so they may protect their sovereign lands and seas.

Military Outpost & Situational Awareness: ForSIGHT is a premier choice for

mobile surveillance and situational awareness in any environment, no matter

how remote or austere.

Environment and Natural Resource Protection: ForSIGHT is a premier choice

for mobile surveillance and situational awareness in any environment, no matter

how remote or austere.

Birdstrike Prevention: Forward Slope, Inc. delivers innovative systems

combining state-of-the-art engineering and technological solutions to meet any

new surveillance or detection need.

Bird & Bat Protection: Forward Slope, Inc. delivers innovative systems

combining state-of-the-art engineering and technological solutions to meet any

new surveillance or detection need.

Drone Detection: Forward Slope, Inc. delivers innovative systems combining

state-of-the-art engineering and technological solutions to meet emerging

requirements to make the world a safer place.

Critical Infrastructure Protection (Mining, Oil & Gas): ForSIGHT is a premier

choice for mobile surveillance and situational awareness to protect any area.

8.2.2.1.2 Question 2: Who are the target customers and what do they need?

Border & Coastal Surveillance: The target customers for the existing ForSIGHT

models are border protection entities such as the U.S. Customs and Border

Protection, the U.S. Coast Guard, and their counterpart agencies in foreign

governments around the world.

Military Outpost & Situational Awareness: The target market segment for this

effort are tactical military units that operate in isolated areas and must man and

defend remote outposts. These can be Special Operations Forces or conventional

ground military units.

78

Environment and Natural Resource Protection: The target market segment for

this effort are government officials or non-governmental organizations

concerned with natural resource protection, poaching of wildlife, or other illegal

actions on protected land.

Birdstrike Prevention: The target market for this segment are airport and aircraft

personnel concerned with the damage and risk to life that birds cause to aircraft.

Bird & Bat Protection: The target market segment for this product are

organizations that sustain damage or bad publicity from birds and bats flying

into the equipment, such as wind farms, factories, or industrial plants.

Drone Detection: The target market segment for this product are governments,

law enforcement, military, or event organizers that recognize the threat drones

pose to large groups of gathered people or high profile buildings.

Critical Infrastructure Protection (Mining, Oil & Gas): The target customers

segment for these ForSIGHT models are international corporations that have

assets in high-risk areas that need to be protected, such as mining companies and

oil & gas organizations.

8.2.2.1.3 Question 3: How will the product meet those needs?

Border & Coastal Surveillance: FSI’s ForTRAK, ForSEA, and ForCOMM systems

integrate into the cohesive ForSIGHT series in order to provide a comprehensive

coverage of radar, camera, and thermal imaging to detect any abnormal

movement of persons, craft, or vehicles in the vicinity.

Military Outpost & Situational Awareness: FSI’s ForTRAK, ForSEA, and

ForCOMM systems integrate into the cohesive ForSIGHT series to provide a

comprehensive coverage of radar, camera, and thermal imaging to detect any

abnormal movement of persons, craft, or vehicles in the vicinity. This greatly

enhances perimeter security and is mobile and easy to move to new areas.

Environment and Natural Resource Protection: FSI’s ForTRAK, ForSEA, and

ForCOMM systems integrate into the cohesive ForSIGHT series to provide a


abnormal movement of persons, craft, or vehicles trespassing in the vicinity.

Birdstrike Prevention: FSI’s bird strike prevention radar will provide

comprehensive avian coverage in a mobile and scalable form that can easily be

moved to different portions of the airfield.

79

Bird & Bat Protection: FSI’s bird and bat detection radar will provide

comprehensive coverage in a mobile and scalable form that can easily be moved

to different portions of the grounds at need. This will provide immediate

awareness of incoming birds or bats, allowing the company to enact a deterrence

measure to drive them away before collision occurs.

Drone Detection: FSI’s drone detection radar will provide comprehensive

coverage in a mobile and scalable form. The systems can be moved to any

location of any size. They will provide immediate awareness of incoming drones

so countermeasures can be taken.

Critical Infrastructure Protection (Mining, Oil & Gas): FSI’s ForTRAK, ForSEA,

and ForCOMM systems integrate into the cohesive ForSIGHT series to provide a


abnormal movement of persons, craft, or vehicles in the vicinity.

8.2.2.1.4 Question 4: How does the company differentiate itself from competitors?

Border & Coastal Surveillance: FSI’s ForSIGHT platforms are mobile and

scalable, whereas most industry products are fixed in nature.

Military Outpost & Situational Awareness: FSI’s ForSIGHT platforms are

mobile and scalable, whereas most industry products are fixed in nature.

Environment and Natural Resource Protection: FSI’s ForSIGHT platforms are

mobile and scalable, whereas most industry products are fixed in nature. They

are repurposed from national defense of borders and coasts, so their capability to

detect vehicles, craft, and personnel fits perfectly with their new mission.

Birdstrike Prevention: FSI’s systems are mobile and scalable, able to provide

instant avian detection capabilities for any airfield, large or small. They can be

moved to any part of the airfield as required to account for differing wind

patterns or bird migration cycles, or moved to another airfield entirely.

Bird & Bat Protection: FSI’s systems are mobile and scalable, able to provide

instant avian or bat detection to any area, large or small. Their mobility means

they can be moved to any portion of the land to account for differing wind

patterns or bird migration cycles, or moved to another company site entirely.

Drone Detection: FSI’s systems are mobile and scalable, able to provide instant

drone detection capabilities to any area, large or small. Most existing drone

80

detection systems are installed to fixed sites. FSI’s systems are mobile and can be

used for events any area such as parks, streets, or other unprotected venues.

Critical Infrastructure Protection (Mining, Oil & Gas): FSI’s ForSIGHT

platforms are mobile and scalable, whereas most industry products are fixed in

nature and do not provide such high quality sensor integration.

8.2.2.1.5 Positioning Statements

Border & Coastal Surveillance: For border and coastal security forces, Forward

Slope, Incorporated delivers innovative surveillance platforms to customers with

border or coastal lengths to monitor. The systems are mobile and scalable

platforms, able to move and cover many miles to deliver vital detection data in

any environment or location worldwide.

Military Outpost & Situational Awareness: For tactical military units, Forward

Slope, Incorporated delivers innovative situational awareness platforms to

military units that conduct patrols and occupy outposts in high-risk areas. The

systems are mobile and scalable, able to create an instant perimeter, providing

vital force protection data in any environment or location worldwide.

Environment and Natural Resource Protection: For any level of government or

non-governmental organization, Forward Slope, Incorporated delivers

innovative situational awareness platforms to organizations seeking to protect

their natural resources or wildlife from poachers or other plunderers. The

systems are mobile and scalable, able to move and create instant awareness of

trespassing in any environment for miles around, in any location worldwide.

Birdstrike Prevention: For airport and aircraft personnel, Forward Slope,

Incorporated delivers innovative bird detection platforms to those seeking to

reduce and eliminate the danger of bird strikes to aircraft. The systems are

mobile and scalable platforms, able to move and create instant situational

awareness of birds in any environment or location worldwide.

Bird & Bat Protection: For organizations that face threats of damage from birds

or bats, Forward Slope, Incorporated delivers innovative detection platforms to

those seeking to eliminate equipment damage caused by birds or bats. The

systems are mobile and scalable, able to move and create instant awareness and

deterrents for birds or bats in any environment or location.

81

Drone Detection: For people or organizations that may face threats from drone

interference during their events or business, Forward Slope, Incorporated

delivers innovative detection platforms to those seeking to eliminate the threat of

unanticipated drones. The systems are mobile and scalable platforms, able to

move and create instant situational awareness in any environment or location.

Critical Infrastructure Protection (Mining, Oil & Gas): For international

corporations that may face threats of attack, theft, or trespassing, Forward Slope,

Incorporated delivers innovative detection platforms to those seeking situational

awareness and security solutions in remote areas. The systems are mobile and

scalable platforms, able to move and create instant situational awareness and

security perimeters in any environment or location worldwide.

8.3 Brand Naming

8.3.1 Current Brand Names

The Border and Coastal Surveillance (BCS) mobile trailers are currently branded for the

U.S. government’s Maritime Surveillance Systems (MSS) contract under the names

ForTRAK, ForSEA, and ForCOMM.

The ‘For’ in each one of these variations indicates the first part of ‘Forward’ in

the company’s name, Forward Slope and then a brief use description for the platform.

ForTRAK is for land, drawing on images of tracks or paths. ForSEA indicates it is used

for the sea, or other maritime environments. ForCOMM means it is used for

communications since its primary purpose is to act as a command and control node for

ForTRAK and ForSEA systems, which are deployed as part of the integrated package.

The use of branding surrounding ‘For’ is useful to tie each of the systems

together as one solution, as well as indicate the purpose for each type. However, there is

currently no overarching name for this series. This is one of the aspects that will be

explored in the proposed branding strategy, discussed next.

8.3.2 Proposed Brand Names

The ForTRAK, ForSEA, and ForCOMM have branding through their names, which

indicate each system is ‘For’ ‘Trak’ or land, ‘Sea’ or maritime, and ‘Communication.’ An

overall product line name would also help with brand recognition. There are two

distinct possibilities for this overall brand name; to go with ‘For’ or not.

Below are some possibilities for product line branding:

82

1. Proposed Program Names

a. Foresight or ForSIGHT Series

i. Pros:

1. ‘Foresight’ or ‘ForSIGHT’ keeps the ‘For’ component

common to the three primary system types.

2. ‘Foresight/ForSIGHT’ implies seeing the future before it

happens, which is in line with the purpose behind the

enhanced situational awareness alerts to future danger,

which is a hallmark of the product capabilities.

3. The choice between the two spellings may have further

brand significance.

a. Foresight implies the correct spelling of the word and

to see the future.

b. ForSIGHT implies foresight as well, but is a clever

twist on the word that keeps the ‘For’ component and

further clarifies the sensor components with ‘SIGHT’.

ii. Cons:

1. Foresight/ForSIGHT does not definitively define the series

for every customer.

b. ESA Series (‘Enhanced Situational Awareness’)

i. Pros

1. The full name (‘Enhanced Situational Awareness’) is more

immediately descriptive to potential customers, forming a

clearer picture of the series’ purposes.

ii. Cons

1. The full name (‘Enhanced Situational Awareness’) is too

long and not catchy enough to use on its own, so the less

descriptive ‘ESA Series’ would probably be used more often,

though branding could incorporate the full version on

marketing and advertising materials for clarification.

2. Enhanced Situational Awareness/ESA does not incorporate

the ‘For’ aspect common to the series’ line of products

(ForTRAK, ForSEA, and ForCOMM).

83

8.4 Brand Visuals

8.4.1 Proposed Brand Logo Concepts

Though a professional logo artist or marketing firm may be hired to create finished

brand logos and images, it is important for Forward Slope, Inc. to manifest ideas or

descriptions of what images properly represent product and branding efforts. Though it

may change, this will present a better starting point for marketers to understand FSI

products and culture. A small collection of concept ideas are shown below in the hope

these will encourage more efforts to gather ideas from FSI personnel.

8.4.2 Product Series Logos and Advertisements

ForTRAK’s logo (Figure 14) should depict its land focus. This concept has the radar

screen overlaying mountainous terrain to accentuate surveillance across a vast land.

The final logo choice should clearly depict the concept of surveillance across the land.

Figure 14: Concept for mobile trailer ForTRAK logo

84

ForSEA is for coastal surveillance and its logo (Figure 15) should clearly depict this. The

concept art shows the simple radar screen overlaying a deserted coast.

Figure 15: Concept for mobile trailer ForSEA logo

ForCOMM is a command and control platform that ties together data from the

ForTRAK and ForSEA units as its logo (Figure 16) shows with the multiple towers.

Figure 16: Concept for mobile trailer ForCOMM logo.

85

If ForSIGHT is chosen as the series name, the three primary units that compose the

series should be included in the logo, as shown in Figure 17.

Figure 17: Concept for mobile trailer ForSIGHT Series logo

As stated in the Strategic Advertising section (9.1.3.2), ads help brand awareness. These

should evoke feelings of security and accurate prediction as in Figures 18 & 19).

Figure 18: Concept 1 advertisement for mobile trailer series name proposal, ForSIGHT

86

Figure 19: Concept 2 advertisement for mobile trailer series name proposal, ForSIGHT

8.5 Brand Search Engine Optimization

8.5.1 Branding & Search Engine Optimization

A concept that goes hand-in-hand with naming and branding is Search Engine

Optimization (SEO), which is the process of growing a website’s visibility on non-paid

Internet searches, such as on Google or Yahoo. Essentially, the better optimized the site

is, the higher up it will appear in the search results.

SEO can begin organically by following a few simple steps. First, keywords for

the product must be identified. These keywords are any word someone might possibly

type into a search engine when seeking products or services that might involve FSI’s

surveillance systems. Examples might be ‘radar,’ ‘security,’ ‘video cameras,’ etc.

Variations of these words must also be taken into account, such as ‘video surveillance’

or ‘security system.’ There is also an emerging trend of key phrases for search engines,

such as ‘who builds ground radar systems?’ These are slightly more complex to predict,

but important to keep in mind nonetheless. These keywords and key phrases are

important and act as miniature breadcrumbs for searchers to follow to the website.

Many search engines use the keyword’s prominence and frequency to pull

content. How recent the content is usually plays a part in this as well; the newer the

87

content the higher it may appear in the search. That said, many search engines keep

their algorithms as secret as possible due to their own competition with one another.

The first step is to ensure these keywords and, if possible, key phrases appear as

often as possible on the pages that relate to them and, more importantly, the pages

where a potential customer should land after a relevant search. The more words that

match, the better chance this will happen. (Campbell, Nov 12, 2013)

A recommended way to keep content recent is to begin a weekly blog post or

article. Each one of these should have one or more of the chosen keywords in the title

and also many keywords throughout the blog text. By creating these recent articles and

loading them with keywords, search engines are more likely to bring them up.

(Ducttapemarketing.com) The key to this is to have heavy branding and a one-click

easy link to the product page on the FSI’s website. This will ensure when a potential

customer clicks to read the blog, white paper, article, etc. that he or she is able to easily

enter the product section and can also easily reach out to FSI for any questions.

9.0 Marketing Program

9.1 Product Strategy

The ForTRAK, ForSEA, and ForCOMM products are currently marketed to U.S. partner

nation foreign governments for security capacity building by means of a U.S.

government contract. In this model, a Request For Proposal (RFP) is solicited to

approved government contractors who then submit a proposal and bid; if they win they

then deliver the products and services as requested.

For entry into commercial markets an altered approach is required. Also, making

additional government entities and commercial organizations aware of the products

and their capabilities will require an enhanced approach to marketing and advertising.

9.1.2 Price Strategy

9.1.2.1 Price Sensitivity

In government contracts, price is always a large component in the decision of who is

ultimately awarded the contract. In this model, price is not always the only deciding

factor, but a price too far about the mean for the bids will often put the bidding

company out of contention. Government contracting officers must justify why a

particular company’s bid is recommended for contract award. If a contract is awarded

88

to a defense contractor that is not the most inexpensive bid, then it is incumbent on the

contracting officer to provide a robust justification as to why the most inexpensive

option is not the best solution. In this respect, government entities have a high degree of

price sensitivity since many contracting officers will prefer not to have to justify an

option that is not the least expensive unless there is a very compelling reason to do so.

9.1.2.2 Price Model

Activity-based costing analysis was conducted to separate and analyze all costs

associated with building the mobile trailer systems. Component costs, direct and

indirect labor, facility costs, and others were broken down and made into a costing

model. A 15% profit margin was added to the total cost as a tentative price point.

These calculations and the associated Microsoft Excel format interactive pricing

model are provided to FSI in a separate Appendix D section. Because these costs offer a

competitive edge to FSI, they are FSI Confidential and proprietary. They can be viewed

by sending a request to FSI President, Carlos Persichetti.

9.1.3 Promotion Strategy

Currently, the Maritime Surveillance System (MSS)/Border and Coastal Surveillance

(BCS) products fulfill a specific requirement for a U.S. government contract, where the

requirements are known by relevant entities. An advantage of this model are the exact

product specifications are known as soon the government releases a Request For

Proposal (RFP). The disadvantage is that contractors have a very limited and highly

competitive window to market to the government for a specific need and must

complete the full cycle of research and development for each request, placing the

initiative for each action on the government instead of the contractor.

Choosing to market these same products, or variations thereof, places the

initiative back upon the business. This also allows for sales of proven products,

allowing the company to skip the full R&D process and move directly to the sale. A

disadvantage of this is that entities that do not generate these requirements themselves

do not know the FSI product capabilities. In expanding to other markets where these

systems’ purpose and capabilities are unknown, it is necessary to actively promote

them in a variety of different channels.

To accomplish this a pull marketing strategy should be utilized. Essentially, this

means marketing directly to the people in the government entities or client

89

companies that make decisions on how to fulfill requirements; examples are senior

military officers and company executives. These are personalities that can create

demand within their respective organizations and also have the power to procure the

product. Marketing directly to procurement officials who do not posses authority to

choose products themselves is less effective, because the chances they will communicate

and convince a senior decision-maker to order a specific product is less likely than if the

decision-maker is convinced him or herself.

Getting the attention of such senior people is no small feat though. With time

and attention at a premium for these high-level officials, marketing must be

strategically placed where and when they are seeking such solutions. For FSI’s

surveillance products, there are several such marketing channels that should be taken

advantage of. Attending conferences and events for industries with potential

customers and placing strategic advertisements in relevant websites and periodicals

are a few of the areas where promotions should begin.

9.1.3.1 Exhibitions & Conferences

The security and defense industries typically operate in business-to-business (or

business-to-government) formats. These industries are notoriously close-knit, with face-

to-face interaction still a large factor. Therefore, one of the most effective means of

promotion is to bring providers and clients together at an event such as an industry

conference or other exhibition.

The conference and exhibition model has worked in the past, especially with

Special Operations Forces (SOF). Naval Special Warfare (NSW) routinely visits both the

annual Shot Show, which showcases many small arms weapons systems, and the

Consumer Electronics Show (CES), which allows exhibitors to demonstrate cutting edge

equipment and technology. NSW sends its top subject matter experts in both of these

fields to the respective conference, where the SEALs take notes and gather information

on the best systems and products to fill existing requirements. Contracts and

procurements are then made to the appropriate vendors. With so much competition,

exposure at these key conferences is vital to success for vendors. Below are a few of the

conferences relevant to target markets for the mobile trailer systems.

90

Figure 20: Illustration of a Pull Marketing Model for FSI

9.1.3.1.1 Warrior Expo

Target Audience: Military Officials of all branches

The Warrior Expo is a conference with annual east and west coast versions. In 2016,

these locations were Virginia Beach, VA and San Diego, CA. The conference boasts its

mission as, “Bringing Government, Defense, Program Managers and Procurement

Specialists Together with Industry-leading Solutions.” (Warrior Expo, 2016) It allows

companies to set up exhibits showcasing their security and defense solutions. There are

a variety of products and services, ranging from uniform materials to custom vehicle

solutions. FSI’s ForTRAK, ForSEA, and ForCOMM products would fit in nicely with the

range of solutions at the conference. Because of high demand, exhibitor attendance to

the Warrior Expo is by invitation only. Companies are required to contact the sponsor, a

company named ADS, with plenty of lead-time to apply for admission.

The advantage of exhibiting at the Warrior Expo conventions is high visibility to

many military and law enforcement procurement and contracting officials and decision

makers. Companies can also arrange for space to showcase their products, making it

possible to potentially bring in a mobile trailer platform to see, touch, and experience.

91

9.1.3.1.2 Special Operations Forces Industry Conference

Target Audience: Military Officials in various Special Operations Units

The Special Operations Forces Industry Conference (SOFIC) is an annual event held in

Tampa, Florida near the Headquarters of U.S. Special Operations Command (SOCOM).

This is a large gathering for Special Operations Forces (SOF) personnel, as well as

companies that supply them with gear, equipment, and technology. With its close

proximity to SOCOM, the event is an excellent opportunity to gain visibility from top

SOF decision-makers and acquisition personnel. SOCOM has its own budget and is able

to purchase items for its missions independent of the various military branches such as

Navy and Army that SEALs, Special Forces, and others belong to.

9.1.3.1.3 OGS: International Oil & Gas Security

Target Audience: Oil & Gas Companies and Security Companies for the Industry

The International Oil and Gas Security conference is an annual conference bringing

together over 150 attendees and 30 exhibitors specializing in oil and gas industry

security. The last such event took place in London on May 11-12 of 2016 and provided a

venue for networking, personal meetings, open-floor discussions, exhibitions, and other

events. (OGS: International Oil & Gas Security)

The cost for security providers to attend 2016’s conference began at £1,195

(approximately $1,730) for one delegate, £2,275 (approximately $3294) for two, £3,195

for three (approximately $4,626), or £3,995 (approximately $5,785) for four delegates, as

of exchange rates in May, 2016. The advantage of this conference is exposure to high-

level personnel in both oil and gas and other security companies.

9.1.3.1.4 Mining Security & Crisis Management Forum

Target Audience: Mining Companies and Security Companies for the Industry

The Mining Security & Crisis Management Forum is a relatively new conference that

emerged in the past two years in response to the increasing risks posed to mining

operations in Africa. Held in Johannesburg, South Africa, attendance is composed of a

large number of executives from both mining companies and the organizations they

partner with for security. This conference has some exhibition opportunities, but it is

also filled with presentations and panels, many of which revolve around emerging

technologies and solutions to better secure mines. (MiningSecurityForum.com)

92

This conference would provide excellent exposure to mining companies

operating in Africa, which are among those most in need of security. It would also

provide opportunities for meetings and discussions with many of the security

companies already in the industry, creating the prospect for partnerships.

9.1.3.2 Strategic Advertising

The defense industry does not typically do a great deal of advertising, but there are

certain channels that can be used to reach specific market segments. Because the

industry is so specialized and regulated, most of the procurement officials for the

military and government know what media and resources to monitor, so it is important

to advertise within these.

9.1.3.2.1 Defense Industry Daily (Online News Site)

Target Audience: Military Officials and Defense Acquisition Personnel

Defense Industry Daily is (DID) is an online news source for the defense contracting

industry, which gives news and information on weapons systems, equipment, and

other military-relevant materials. (defenseindustrydaily.com) The target audience for

the site is knowledgeable defense officials and acquisition personnel conducting in-

depth research on new or existing systems, or keeping up with industry trends. This

includes procurement decision makers or their advisors. The site boasts it has over

18,000 email subscribers and 250,000 monthly visitors. The site offers an advertising

package with the ability to target specific types of readers, which is a more efficient and

effective means than blanket advising approach.

Website: https://www.defenseindustrydaily.com/

9.1.3.2.2 Defense News (News Print and Website)


Defense News is very similar to Defense Industry Daily in that it is tailored for

knowledgeable defense acquisition and senior officials. It is available in both print and

online formats and has a 30-year history during which it has built up a large base of

readers. It now offers a tailored advertising solution, able to target specific customers

who are more likely to be interested in the given product. (DefenseNews.com)

Website: http://www.defensenews.com/

https://www.defenseindustrydaily.com/

http://www.defensenews.com/

93

9.1.3.2.3 National Defense Magazine (News Magazine and Website)


National Defense Magazine is the official magazine for the National Defense Industrial

Association (NDIA), which is widely read by defense contractors and military decision-

makers alike. The organization offers a variety of advertising options for both print and

online, where companies can select how best to target their desired customers.

(nationaldefensemagazine.org)

The advantage of advertising in this periodical and website is primarily for

visibility of military and government decision-makers. However, there may also be a

benefit in highlighting the mobile trailer systems as a viable complement to existing

security solutions. By positioning itself as a capability that can help differentiate a

security company and easily ready to integrate with other security solutions, FSI may

also gain partnership or sub-contracting opportunities for prime contractors bidding to

fulfill various security and military equipment requirements.

Website: http://www.nationaldefensemagazine.org/Pages/default.aspx

9.1.3.2.4 Mining.com (Mining News Website)

Target Audience: Mining Company Officials

The mining industry has several websites it goes to for industry news, but mining.com

and its sister site, infomine.com are extremely popular, with approximately 3.48 million

page views per month. It boasts an advertising package where content can be tailored

by size and distribution to ensure it reaches target audiences. (www.mining.com)

The purpose of marketing directly to mining companies is twofold. First, some

mining operations choose to facilitate their own security; FSI’s mobile trailer systems

would enhance these capabilities while also reducing the need for a robust guard force,

since the ForCOMM manned by one guard can cover exponentially more ground than a

platoon of sentries. With the train-the-trainer model, these systems could be seamlessly

integrated into an existing organic guard force. The second reason to advertise to

mining companies is also to reach those who contract out their security needs, causing

them to ask their security companies about the new equipment they are reading about.

Website: http://www.mining.com/

Website: http://www.infomine.com/

http://www.nationaldefensemagazine.org/Pages/default.aspx

http://www.mining.com/

http://www.infomine.com/

94

9.1.3.2.5 Oil & Gas Journal (Oil & Gas News Website)

Target Audience: Oil & Gas Company Officials

The oil and gas industry has a loyal following of stakeholders that monitor certain

websites and blogs for pertinent news, technologies, and changing trends. One of the

most visible of these is the Oil & Gas Journal, which is available in either print or digital

form. Advertising options include those for the website, as well as options for the

magazine in its traditional print form. (ogj.com)

Website: http://www.ogj.com/index.html

10.0 Sales & Distribution Strategy

10.1 U.S. Government Contracting

Generally, high-dollar sales to U.S. government entities involve responding to contract

solicitations for specific products and distribution is conducted on a business-to-

business level with the government contractor delivering the product as specified.

Expanding sales to these other U.S. government entities requires a pull

marketing strategy, meaning the system benefits are requirements are communicated to

key decision makers in order to match emerging mission requirements. To facilitate

this, exposure of the mobile trailer system capabilities is key in making these other

government bodies such as U.S. Special Operations Command, U.S. Customs and

Border Protection, and others aware of the advantages the ForTRAK, ForSEA, and

ForCOMM platforms can offer for a wide-ranging and diverse set of surveillance and

situational awareness needs. Since most government contracts and procurement are

driven by operational requirements, this exposure should be to those who develop and

provide solutions for these requirements and have the flexibility to write contracts for

these requirements. Military trade shows such as the Warrior expo and strategic

advertising in publications and websites like Defense Industry Daily and Defense News

are key in facilitating this exposure to the proper individuals. Once demand results in

contract solicitation or direct purchasing, distribution is conducted directly from FSI to

the government on a business-to-business level.

10.2 Commercial Sales & Distribution

In its commercial ventures, FSI will still likely follow a Direct-to-Customer distribution

strategy. These systems vary from hundreds of thousands of dollars into the millions

when multiple units are involved, so they will be built for each customer in the same

http://www.ogj.com/index.html

95

fashion as most costly and narrow focus products, such as commercial jet planes. For

this, FSI must also invest in a Direct Sales Team. This may well be the duties of existing

FSI executives and employees, but commercial sales ventures will often be more

difficult to identify or develop than government Requests for Proposal. (Marketing MO)

10.3 U.S. Costing & Pricing

To date, the mobile trailer systems have only been sold by means of defense contract

with the usual government associated costing methods. In the commercial market, a

slightly different model can be used because of the differences in commercial sales from

government contracting, such as pricing by the trailer instead of the entire job and the

addition of a sales force.

An activity-based costing model was created in an interactive Microsoft Excel

document, in order to take into account the precise number of direct and indirect costs

associated with creating the mobile trailers. This document can have the inputs, such as

labor hours or material costs, altered in order to update the costs and prices as required.

Currently, it was created using data from existing government contract costing

documents, as well as interviews with staff. This was created and delivered separately

form the main report, as per request of FSI’s President, because of the sensitivity of the

cost data. Once cost was determined, it was used to find a price point. Since the trailers

are an expensive niche item, normally built when ordered, margins must be sufficient.

This costing/pricing model is available for distribution direct from FSI’s President, Mr.

Carlos Persichetti.

11.0 Implementation Plan

11.1 Methodology

In order to properly implement a new marketing strategy, Forward Slope, Inc. must

follow a careful decision making process to ensure synergy of effort. Attempting to

enter all of the listed new markets at once would spread FSI resources too thin and

ultimately not be cost effective. Choosing one or two of these markets and creating a

plan for strategic entry is key to success and not overextending the company. An

example would be avian detection. Instead of attempting to reconfigure a system for

bird strike prevention and one for bird and bat protection at the same time, a better

strategy may be to choose one, enter it and glen lessons learned, and use it as a stepping

stone to enter the other avian market once successful. Following the strategic planning

96

process will allow FSI to properly evaluate all of the new market opportunities through

a systematic decision making process. (Hedin, Hirvensalo, and Vaarnas, 2014)

11.2 Strategic Planning Process

All business plans are unique, but FSI can set itself up for success by following a tried

and true Strategic Planning Process models. There are many variations, but what

follows is a basic outline of how to use the information in this report and FSI’s own

resources to evaluate options and create a viable market entry strategy.

The Strategic Planning Process will be outlined below and it is suggested FSI

convene meetings and work through this with key leadership and employees prior to a

new business venture into one of these industries. However, the author will also give

recommendations (Section 12.0) based on conducting the Strategic Planning Process

based solely upon this report’s data and interviews. It is important to note these

recommendations are based on market data and FSI competencies, but different

conclusions may well be reached from an engineering or FSI budgeting perspective.

11.2.1 Step 1: Mission and Objectives

As related at the beginning of this report in section 3.2 (Strategic Focus and Plan), FSI’s

mission is to market its mobile surveillance systems, consisting of the ForTRAK,

ForSEA, and ForCOMM versions, as well as potential variations using the same

technology, to government bodies or private entities requiring the unique situational

awareness capabilities they provide. Utilizing FSI’s existing technology and expertise to

serve more markets will allow it better leverage its capital and resources. At the onset of

this strategic planning process, FSI should reaffirm this goal, or alter it as required. A

clear way forward must be established for all involved for this effort to be successful.

11.2.2 Step 2: Environmental Scanning

In this step, FSI analyzes the environment in which it operates. This first means an

internal analysis of the company, found in Section 3.1 (Company Profile) and then an

analysis of the industry of interest, found in Section 6.0 (Industry Analysis). Finally, an

analysis of the external environment surrounding the firm is warranted. This should

encompass things such as political, economic, social issues, and technology factors that

may affect business. Elements of all of these are found in the analysis of each separate

potential market, as well as in Section 4.0 (Situation Analysis) and Section 5.0 (Existing

97

Product Services: Intelligence Overview). Once FSI has verified where it stands relative

to these internal and external environments, it is ready to move on to the next step. If

any environmental factors are unclear, it is advisable to reassess them to avoid a

mistake in moving forward with too little information.

11.2.3 Step 3: Strategy Formulation

At this point, FSI has reaffirmed its mission and objectives for entering a new market

(Step 1) and evaluated it internal and external environments for any changes or updates

(Step 2). In this step, FSI should seek to match its competitive advantages (Section 3.2.3)

to components of the various new markets outlined in Section 7.0 (Market Segments).

Conducting this analysis systematically with each of the proposed markets will aid FSI

in ranking the most to least desirable for entry.

FSI can tailor its own entry strategy and a good place to begin is with one of the

Generic Strategies, created by Harvard Business School’s Michael Porter. FSI’s mobile

surveillance systems are applicable to very narrow market segments and so the two

choices are Focus Strategies of low cost or differentiation, as shown in Figure 21 below.

Figure 21: Porter’s Generic Strategies

(QuickMBA)

98

Though FSI may be able to enter some market segments and compete through lower

prices, this is generally a poor way to do business long-term, because the various

competitors will continue to erode one-another’s margins until profit all but gone.

Commodity industries can compete this way through volume and economies of scale,

but this is not conducive to FSI’s products.

As outlined throughout this report, FSI should focus on a differentiation

strategy, highlighting the unique attributes of its mobile trailers, such as mobility,

integration, and the ability to continuously repurpose them. By starting with this

strategy basis and utilizing the information throughout this report, FSI can decide

which new market segment/s to enter and build a viable entry strategy for each one,

based on its available budget, personnel, market knowledge, and engineering studies.

11.2.4 Step 4: Strategy Implementation

Once the strategy is built and fleshed out, the relevant FSI departments and personnel

should know all of their responsibilities relative to the new initiative. FSI should also

outline (using input from each department) how much of its resources and personnel

will be devoted to the effort and exactly how each contributes. With this cohesive

approach, FSI should then move forward with its given choices. The key to this effort is

synergy of effort and this is best accomplished through excellent communication.

11.2.5 Step 5: Evaluation & Control

Once the strategy is implemented there are some important considerations to help

monitor and make necessary adjustments. These must be predefined to be effective.

First, the parameters to be measured must be clearly defined. This could be the

amount of revenue brought in by the products, or the profit margin for each business

area. This will be the metrics against which success or failure is determined and

adequate consideration is vital. Profit margin per trailer is a good metric to start with.

FSI must then define its target values, or goals, for these parameters, so there is

something to strive for. For this, estimates may be made projecting what the expected

values are and then raising the bar slightly higher.

Then the measurements must constantly be taken throughout the business

practices. Data is valuable, as it leads to business intelligence insights once analyzed,

and a system for capturing as much data as possible is key. As new parameters are

identified, they can be added to the list of what to record and measure.

99

The measures that are taken are then analyzed and compared to the

aforementioned target values. Performance must be judged and the standard adjusted if

necessary, but this is the way that FSI’s new venture will keep on track. The data speaks

best and it must be the primary focus of this new venture. If any other adjustments are

required, it is advisable they be made right away. The agile business model of making

many small adjustments as necessary is vastly superior to the older model of recording

needed changes and making them quarterly or annually. With all parts of Steps 1

through 5 being followed, FSI should set it self up with as much an edge as is possible

in a new business venture.

12.0 Recommendations

12.1 Market Mobile Trailers and Similar Surveillance Products to Additional U.S.

Government Entities

FSI’s contracting endeavors with its ForTRAK, ForSEA, ForCOMM, and Conex C2

systems are very successful and should continue, but with a wider variety of

government entities. There are many additional entities such as Special Operations

Command (SOCOM), Customs and Border Protection (CBP), and others that require

surveillance systems for various reasons. FSI can create more revenue from its existing

system models by means of a contracting process that is already familiar. This market

can be increased through wider monitoring of the many additional proposal

announcement websites and by submitting unsolicited proposals to agency-specific

pages; all of these sites are outlined in detail in Section 7.2 (Potential New Target

Markets: U.S. Government).

12.2 Enter Commercial Markets with Existing Mobile Trailers

FSI should attempt to enter commercial markets with its existing products of ForTRAK,

ForSEA, ForCOMM, and the Conex C2 structure. Approaching countries already

serviced by FSI through U.S. government contracts should be the first course of action,

because these nations are already familiar with FSI and have a proven need and interest

in surveillance and security products. FSI should then move to business development

with nations it has not done business with; though these will require more time and

effort they are another way to utilize existing products (Section 7.3).

Commercial sales can also extend to oil & gas and mining companies (Sections

7.4.5 & 7.4.6), or the security companies that provide them these services. These

100

industries have a demand for the same situational awareness and monitoring services

the trailers provide and are good targets for sales.

Repurposing existing designs is the quickest and least costly way to leverage

FSI’s current assets for new markets. No modifications would likely need to be made to

the trailers themselves. The major investment with this course of action would be in

new business development.

12.3 Enter Drone Detection Market

Drone detection shows the most promising growth of all radar markets, with twice the

Compound Annual Growth Rate (CAGR) of the overall industry (Section 7.6). Drones

have a history of public close calls at the White House and with the German Prime

Minister. Western intelligence agencies announced concerns ISIS is weaponizing

commercial drones, drawing concern from law enforcement the world over. An

individual familiar with SOCOM programs stated one of the organization’s top

procurement priorities is a deployable counter-drone platform for Special Operations

Forces (SOF). Another individual with expertise in sensors for the Department of

Homeland Security (DHS) and Customs & Border Protection (CBP) stated the counter-

drone equipment initiative is gaining much traction in these organizations as well.

These entities are influential in their respective security areas, with DHS the leader for

domestic security concerns and SOCOM at the forefront in the foreign realm.

Currently, most counter-drone companies are focused on the detection

components, but are without a ruggedized platform to act as a base. This presents an

opportunity for FSI to partner with one of these detection industry leaders to pair the

detection capabilities with FSI’s ruggedized platforms and become a first mover in the

quickly developing defense counter-drone industry as outlined in Section 7.4.4.

12.4 Implement Branding and Promotion Strategy

To successfully enter the commercial market, it is vital to create a recognizable and

trusted brand and spread the message. FSI should adopt the product line name of

‘ForSIGHT’ (in Section 8.3: Brand Naming) or something similar and use or design

something like the proposed logos (in Section 8.4: Brand Visuals) to work internally on

creating a more comprehensive advertisement strategy. Another option is to hire a

marketing firm and give them copies of this report, as well as ample information about

FSI’s products and values, so they can help new market efforts with professionalized

logos and advertisements.

101

Appendix A: Summary of Future Potential System Roles in New Markets

In addition to its traditional security role, FSI has the potential to alter or create new

products in order to enter new markets as well. As outlined in the Opportunity section

of each separate industry, below are overviews of some product variations to meet

these new needs (in alphabetical order).

Bird and Bat Protection (7.4.3)

Much the same as bird strike prevention, these radars focus on detecting birds, but for

the purpose of stopping the birds from flying into industrial equipment. This may also

allow the specific required radar to be retrofit on FSI’s current trailer platforms, or it

may require a complete redesign and rebuild to allow for functional aerial tracking.

However, one additional component that will likely come into play with this is the

integration of a deterrence system. Many existing bird and bat protection systems first

detect them, which then triggers a sound to ward them away from the area before they

reach the danger zone. This is an area where research and development would be

required for the deterrence equipment, as well as the software to integrate the response

into the system.

Bird Strike Prevention (7.4.2)

For the mission of reducing damaging bird strikes on aircraft, FSI’s mobile trailer

systems provide a good starting point. It may be possible to retrofit bird detection radar

onto the trailer platforms and integrate the proper software. However, an engineering

study may also reveal that it is advantageous to redesign these platforms to better

facilitate the aerial radar focus.

Drone Detection (7.4.4)

The drone detection industry is currently small and still in its infancy, so not all models

or technology are yet proven in this arena. The few companies who are venturing into

this space mainly offer fixed drone detection solutions, which are either towers placed

around an area or detection equipment meant to be fastened to buildings. However, not

all venues to be secured are set in a fixed building. County fairs, concerts, political

rallies, and many other events take place in areas of temporary use. Therefore, it is

logical for FSI to pursue this part of the drone detection market. Mobile systems able to

102

be moved to any venue and integrated to a central control center should have a good

case for differentiation.

As with bird strike prevention and bird protection industries above, it is possible

FSI can retrofit its existing mobile trailers with new radars able to detect small aerial

threats and go forth with these models. However, if this is not an optimal solution, it

may be wise to invest in research and development to create a new model centered

around this specific mission. The latter would be more costly in the short-term, but may

ultimately save on future R&D as this market matures over the next few years.

Environmental and Natural Resource Protection (7.4.1)

Protecting natural resources and wildlife from poachers and illegal fishing is a new and

emerging role. FSI can potentially compete in this realm with its existing trailer systems,

but it may also benefit from offering a tailored approach through custom fixed towers

or efforts to reduce costs to the trailers by removing components not needed in a non-

military environment.

Mining Industry (7.4.6)

The mining industry suffers from a rash of thefts and illegal mining, particularly in

Africa. Existing mobile trailer systems should be sold commercially to mining

companies or to the security companies who provides these services to mining

companies.

Oil & Gas Industry (7.4.5)

The oil and gas industry has land facilities and offshore rigs located in high risk areas of

the world.

103

Appendix B: List of Competitors Several other companies compete against FSI’s BCS program in the subsection of the

communication and surveillance solutions. Some of these are direct competitors to FSI’s

current mobile trailer system or to potential future variations talked about in the

Proposed Target Markets section. However, others are indirect competitors, offering

products and solutions that are alternatives to FSI’s mobile trailer concept.

Accipiter Radar

(Government, Commercial & Environmental Competitor)

Created in 2006, Accipiter is a company specializing in many different types of radar

configurations for intelligence, defense, homeland security, bird strike prevention, and

environmental protection. Their specialization lies exclusively in radar systems and the

various applications of these across many industries.

With a large client base of U.S. government military branches and agencies, as

well as Canadian National Defense, and partnered with fellow defense contactors such

as BAE, Raytheon, and others, Accipiter is very active in the defense and security sector.

Along with Global Technical Systems, Accipiter shares a $100,000,000 contract

with U.S. Customs and Border Protection (CBP) for Ultra-Light Aircraft Detection

(ULAD) systems. It also states its capabilities at detecting nefarious maritime trafficking

along U.S. and Canadian coastlines, so they are well situated with coastal and border

protection agencies from both nations. Though they do not appear to have a product

similar to FSI’s mobile trailer systems, the incumbent status with CBP and vast selection

of radar systems means they could likely choose to compete with FSI systems. FSI

should ensure its product offerings are differentiated enough from Accipiter products.


Bird Control Group

(Bird Strike, Bird Protection Competitor)

The Bird Control Group is a company that focuses mainly on solutions to deter birds

from areas such as airports, wind farms, or other such areas. They market several bird

deterrence solutions, including visual lasers, which they report are disturbing for birds

and drive them away from airports that employ them. (Bird Control Group) While they


104

are not a direct competitor with FSI’s sensor capabilities, they are part of the Birdstrike

Alliance, which partners them with Robin Radar and Veisar Technologies to provide

comprehensive bird strike solutions. (Birdstrike Alliance)

Website: http://birdcontrolgroup.com/

C4 Planning Solutions

(Defense Competitor)

C4 Planning Solutions is a defense contracting company based in Blythe, Georgia. It

works in several sectors, such as information security systems, joint force information

systems, and integration products. (c4plans.com) Also a partner with FSI and three

other companies on the $80 million SPAWAR contract, C4 Planning Solutions focuses

exclusively in the defense sector and, while this means it is not a threat to FSI’s future

commercial ventures with the mobile trailer systems, it is still a heavy competitor for all

government contracts. While C4’s Navy and Air Force contracts are significant, its

history with the U.S. Department of Homeland Security poses a particular obstacle to

any FSI attempt at U.S. Customs and Border Patrol (CBP) contracts. While the

contracting process clears the way for all interested parties, those incumbents with a

good record and experience working with the department still have somewhat of an

advantage by means of their past knowledge.

Website: http://www.c4plans.com/

Cambridge International Systems

(Defense & Environmental Competitor)

Cambridge International Systems is a defense contractor headquartered in Arlington,

VA. Founded in 1994, the company is currently estimated at between 201-500

employees and boasts of its business interests in over 40 countries.

(linkedin/company/cambridge-international-systems) The company is one of FSI’s four

partners on the $80 million SPAWAR contract and proudly highlights its abilities in

Command, Control, Communications, Computers, Intelligence, Surveillance and

Reconnaissance (C4ISR).

http://birdcontrolgroup.com/

http://www.c4plans.com/

105

Cambridge is one of FSI’s most direct competitors in the sub-industry of

surveillance and situational awareness solutions. The company highlights may of its

surveillance solutions, including maritime surveillance options. In addition to its U.S.

government contract, Cambridge also installed a fixed radar tower on Cocos Island,

Costa Rica, located 50 miles off the country’s Western coast. This radar tower is

reportedly for the Forever Costa Rica organization in order to deter illegal fishing in the

area. The radar team is led by Douglas Hunter, a Cambridge communications engineer

since 2007. The company shows a history of projects in Latin America, including

opening their own office in Bogota, Columbia in 2012. (cbridgeinc.com)

The surveillance structure has a range of 30 nautical miles and no military overt

objective, but is aiding the Costa Rican government in protecting the integrity of its

waters from poachers. Cambridge was hired for the project by the Non-Governmental

Organization (NGO) Forever Costa Rica, whose mission is to aid the Costa Rican

government in meeting United Nations protected area goals. This venture indicates

Cambridge’s ability to market its surveillance products commercially outside of U.S.

government contracts, just as FSI is attempting to do. The company indicated in a press

release its satisfaction on repurposing national defense technology for environmental

purposes, a potential new market for FSI as well.

Cambridge is both a partner and competitor with FSI in the Maritime

Surveillance Systems area. It has provided these solutions in Bahrain, Iraq, Columbia,

and the Philippines, giving it some advantage for winning future business in these

countries where it has already operated.

The company is also doing business with different components of the U.S.

government. At the beginning of 2016, Cambridge International Systems was named

the prime vendor in a $36 million to modernize and enhance cargo systems for the U.S.

Customs and Border Protection (CBP). Though this is not a direct threat to FSI’s interest

in CBP’s border surveillance systems, it does pose an indirect threat because of

Cambridge’s capabilities at surveillance solutions and incumbent relationship with CBP

by means of the cargo systems contract.



106

Controp Precision technologies

(Defense and Foreign Market Competitor)

Controp is an Israeli company with a myriad of surveillance products for both borders

and coastlines. Though it is unlikely to be a threat in domestic contracts, Controp

products were recently gien the Coast Guard’s seal of approval for protection of certain

foreign ports where U.S. shipping has interests. This poses a threat to any FSI efforts to

contract with foreign governments for these same types of purposes.

Website: http://www.controp.com/

Dedrone

(Commercial Anti-Drone Competitor)

Dedrone is a German company that specializes specifically in the drone detection

market. It produces small sensors to be mounted on the sides of buildings or on top of

pole or towers. (Dedrone.com) Because it specializes in the drone sensor components

and software, Dedrone is a possible partner for supplying these for future FSI drone

detection mobile platforms.

Website: http://www.dedrone.com/en/

DeTect, Inc.

(Commercial & Environmental Competitor)

Founded in 2003, DeTect, Inc. is a company based in Panama City, Florida and has

representative offices in over 80 countries. Its specialties are remote sensing

technologies and radar.

It features a line of radar products based mainly around aircraft detection and

bird control. However, despite most of its business being in these areas, it also

advertises its radar applicability to border and marine surveillance, as well as a radar

coverage gap filler, which are several of the key strengths of FSI’s mobile trailer

surveillance systems.

DeTect’s Harrier Border Surveillance Radar System is a mobile trailer system

outfitted with radar, thermal imaging, and video coverage and is a direct threat to FSI’s

http://www.controp.com/

http://www.dedrone.com/en/

107

mobile trailer systems. While range is not specified, the systems are able to detect

anything from a person to a vehicle or aircraft. (SecurityInfoWatch.com)

Though it has past contracts with both the National Weather Service for wind

profiling, the U.S. Air Force for bird detection, and NASA for rocket launch support,

Detect appears to also do commercial business with other entities. (detect-inc.com)

Though the specific clients for these are not stated, the majority of the company’s

products are centered around aviation safety and wind farm protection by means of

bird detection, so these likely make up at least a portion of the company’s commercial

ventures. Detect is a threat to FSI’s mobile trailer systems because it is a commercial

brand already operating outside the scope of government contracts. However, its

business model and customer-base should be studied closely, so FSI can replicate the

good aspects of this model.


Envistacom


Envistacom is a privately held company founded in 2011 and headquartered in Atlanta,

GA. (manta.com) Its stated areas of expertise are cybersecurity, communication

networking solutions, and intelligence services. The company has over 70 employees

globally and currently operates in 13 countries. The company also supports some

components of the U.S. intelligence community (IC), which means they are a trusted

provider of secure communications.

The company states its ability to merge satellite, wireless, and terrestrial cable

communications into a secure and highly functional telecommunications package, able

to support peacekeeping or tactical requirements. It also focuses on cybersecurity and

intrusion prevention solutions for relevant clients. It also engages in advanced data and

text mining solutions in order to monitors social media and Internet traffic and provide

warnings of breaches or leaked data. (envistacom.com)

Despite being a relatively new company, Envistacom is a trusted government

partner, having been one of five companies awarded a portion of the same $80 million

SPAWAR contract as FSI for U.S. partner nations security assistance in August of 2015

and being one of 16 companies awarded a portion of an $800 million contract by U.S.


108

Army Research Labs for Advanced Expeditionary Warfare Development.

(militaryaerospace.com)

Envistacom also boasts of servicing the oil and gas industry, though does not

specify in what capacity. This may be a good opportunity with yet another partnership

with Envistacom as a pathway into oil and gas market share. FSI’s mobile trailers may

be able to compliment Envistacom’s offerings for oil and gas in much the same way the

companies cooperate on different aspects of the current SPAWAR contract.

Website: http://envistacom.com/

Executive Security Services International Inc.

(Mining Security Competitor)

Executive Security Services International Inc. is a firm based in Ontario, Canada that

provides a large array of services in over 40 countries, including security to mining

companies. While ESSI does not appear to have any products besides video surveillance

that directly compete with the capabilities of the ForTRAK and ForCOMM platforms,

the security services it provides are a substitute. However, the enhancement the mobile

surveillance trailers can provide to security could be positioned as an excellent

complement to the existing security personnel and protection measures.

Website: http://www.executivesecurity.ca/

G4S

(Oil & Gas Security Competitor)

G4S is a major security firms providing services to many companies operating in

different countries around the world. They specialize in high-risk areas and are

contracted with many major oil and gas companies such as ChevronTexaco,

ExxonMobil, LukArco, Kazakhstan Ventures. Because these jobs are massive, G4S

operates on a contract basis with its clients, providing its security products and services

for a given period of time to identified installations.

G4S advertises that it provides comprehensive security solutions, including

technological options. However, according to its own web page, many of its solutions

are based on personnel in static and patrol guard positions, with some integrated

technology solutions aiding them. This technology is not an explicit offering on the G4S

http://envistacom.com/


109

website, which most likely indicates commodity security products such as basic camera

systems. Therefore, an approach of positioning the ForTRAK, ForSEA, and ForCOMM

systems as advanced technologies that differentiate themselves through reduced

manpower requirements and increased situational awareness range is very viable.

(G4S.uk.com)

Website: http://www.g4s.us/en-US/

General Dynamics Robotics Systems


The Mobile Detection Assessment Response System (MDARS) II is a joint Navy-Army

program filed primarily through Space and Naval Warfare Systems Command

(SPAWAR). It is essentially a robotic vehicle, much like a golf cart, which patrols

perimeters using sensors to report threats. Though a very different system than FSI’s

trailers, the purpose and intent is the same and it poses a threat as a substitute. General

Dynamics Robotic Systems is currently the main player with this system.

Website: http://www.gdrs.com/

Global Technical Systems

(Government, Commercial & Environmental Competitor)

Global Technical Systems (GTS) provides a variety of advanced technological systems,

such as biometrics, avionics, and some radar systems. They also advertise border and

maritime surveillance capabilities and state they have provided support to the CBP for

over a decade. They are partnered with Accipiter on the U.S. Customs and Border

Protection (CBP) contract for the $100,000,000 Ultra-Light Aircraft Detection (ULAD)

contract. The system is similar to FSI’s mobile trailer platform design, though unlike

FSI’s systems its sole purpose is aircraft detection. This does not pose a direct threat to

FSI’s potential to do business with U.S. Customs and Border Protection, however it

gives GTS incumbent status with the CBP on a very similar system, which does pose a

threat to future FSI endeavors with this agency.

Website: http://gts.us.com/


http://www.gdrs.com/

http://gts.us.com/

110

Robin Radar

(Bird Strike, Bird Protection, and Drone Detection Competitor)

Robin Radar is company focusing on all manner of radar solutions, including bird strike

prevention, bird and bat protection, and drone detection. (Robin Radar) It is part of the

Birdstrike Alliance, which has it partnered with the Bird Control Group, a bird

deterrent company, and Veisar Technologies, which provides overall critical

infrastructure solutions. (Birdstrike Alliance)


Solute


Solute is based in San Diego, California and provides solutions for engineering,

aviation, and training and management. Solute has a host of government clients

including the Navy and Air Force, as well as the U.S. Department of Homeland Security

(DHS). It also sports a list of corporate clients, mainly consisting of fellow defense

contractors, who it appears to have done business or fulfilled contracts with in the past.

(solute.us) Solute is one of the four other companies partnered with FSI on the

SPAWAR $80 million contract and its location in San Diego gives it as much face-to-face

exposure with SPAWAR personnel as FSI.

Though it does not specialize in radar or sensor platforms, Solute sports a robust

engineering capability for its Command, Control, Communications, Computers,

Intelligence, Surveillance and Reconnaissance (C4ISR) contracts with the U.S.

government. Its versatile engineering capabilities put it a respectable competitor for FSI,

especially in the government contracting market.

Website: http://solute.us/

Tyco

(Oil & Gas Security Competitor)

Tyco is a massive security company with over 900 office locations worldwide and,

according to its website, provides security and fire suppression solutions to 90% of the

top 50 oil and gas companies. It boasts robust video surveillance and integrated security

solutions, though these appear to be video cameras and personnel. Selling or licensing


http://solute.us/

111

the ForTRAK, ForSEA, and ForCOMM systems to Tyco would be a good way to move

the products in multiple markets without having to approach each one individually. As

previously stated, the same approach of showing how the systems differentiate the

security solution by reducing manpower and enhancing situational awareness is a good

position to take with this. Tyco has enough money, resources, and experience to design

conventional security packages, but the advanced technology and proprietary design of

the mobile systems make it probable that a company like Tyco would prefer to license

or buy them instead of try to replicate the capability itself. (Tyco.com)

Website: http://www.tyco.com/

Veisar Technologies

(Bird Strike, Bird Protection, and Drone Detection Competitor)

Veisar Technologies provides comprehensive infrastructure solutions, tying together

other systems into one all encompassing critical infrastructure protection capability.

While this capability could potentially be any type of protection, aircraft bird strike

prevention is the main capability it advertises. (Veisar Technologies ) It is partnered

with the Bird Control Group and Robin Radar in the Birdstrike Alliance, in which is

plays the part of the overall integrator, combing detection and deterrence systems to

ward off birds. (Birdstrike Alliance)

Website: http://www.veisar.com/

Wunderlich & Gladstone

(Mining Security Competitor)

Wunderlich & Gladstone is a Colorado-based security consultancy and solutions

company. (winderlich-gladstone.com) It appears to be a smaller company, which means

it likely partners with other security providers to fulfill contracts or jobs with large

companies, such as the mining companies. This presents an opportunity for

collaboration; W&G has the connections and history with the mining industry and FSI

has advanced security solutions for mining facilities in foreign countries in the form of

the ForTRAK and ForCOMM platforms.

Website: http://www.wunderlich-gladston.com/

http://www.tyco.com/

http://www.veisar.com/


112

Appendix C: Summary List of Opportunities

Existing Products & Current Target Markets (7.1)

Defense Security Cooperation Agency (7.1.1)

Opportunities (7.1.1.3)

Opportunity 1: Continue Bidding on Capacity Building Projects (7.1.1.3.1)

FSI is a current trusted partner with the U.S. government and can continue to bid on

contracts much like its current $80 million shared role with SPAWAR. With multiple

contracts and a good track record, FSI is able to compete well using its technology,

expertise, and the government contracting process. However, like all government

programs, funding for these contracts could be cut at any time, so while continuing on

this path is recommended, it is also vital to diversify into additional roles as well.

Potential New Target Markets: U.S. Government (7.2)

United States Counter-Terrorism & Intelligence Agencies (7.2.1)


Opportunity 1: Create Counter-Drone System and Submit Unsolicited Proposal

(7.2.1.2.1)

Counter-terrorism and intelligence agencies are said to be seeking drone detection

systems. These systems are reportedly highly desired and should be submitted to the

aforementioned Broad Agency Announcement website (https://www.bids.cttso.gov/)

where the business may be funded by agencies otherwise difficult to connect with.

Defense Threat Reduction Agency (7.2.2)


Opportunity 1: Submit Unsolicited Proposal for Existing Mobile Trailers (7.2.2.2.1)

DTRA is charged with a difficult security mission of keeping WMD in safe hands and is

always looking for better ways to accomplish this. While the drone detection option


113

should also eventually be pursued with them, the ready-to-go ForTRAK, ForSEA, and

ForCOMM could be submitted in an unsolicited proposal, according to guidelines

(http://www.dtra.mil/Portals/61/Documents/unsolicitedproposalguide.pdf), direct to

their aforementioned email address (dtra.belvoir.J4-8C.mbx.dtra-business-

[email protected]).

United States Customs & Border Protection (7.2.3)


Opportunity 1: Existing Mobile Trailer Systems (7.2.3.4.1)

FSI could approach CBP with its existing mobile trailer systems. Though somewhat

redundant to the CBP’s Mobile Surveillance Systems (MSS) and Mobile Remote Video

Surveillance System (MRVSS), FSI’s mobile trailers provide better command and

control and scaling capabilities. A sensor expert with the CBP said mobile systems have

an advantage over fixed sites, because they do not require a costly environmental

survey to place. The CBP is eager for stay-behind units, so incorporating a security

system to prevent the trailers from being stripped or sabotaged would likely make the

CBP take notice, as this is a key problem for them.

Opportunity 2: Adapting Technology For Existing Needs (7.2.3.4.2)

Customs and Border Protection has many standing requirements (listed in detail above)

for surveillance needs. Examples of this are the Remote Video Surveillance Systems

(RVSS) cameras fixed along the sections of fence, the Mobile Surveillance Systems

(MSS) and Mobile Remote Video Surveillance System (MRVSS) trucks, as well as

Unattended Ground Sensors (UGS). Of the many surveillance needs posed by CBP, FSI

has the technology and capability to deliver any of these solutions. Therefore, FSI could

attempt to become a bidder for upcoming renewals of any of these programs.




114

United States Coast Guard (7.2.4)


Opportunity 1: Submit an Unsolicited Proposal for ForSEA (7.2.4.4.1)

The ForSEA system is built for the precise maritime purpose the Coast Guard is

concerned with, detection and protection along vast coastlines. Using the

aforementioned means for DHS unsolicited proposals, the ForSEA system could be

posed as a ready-to-go mobile solution for the Coast Guard.

Opportunity 2: Closely Monitor DHS Solicitation Projections (7.2.4.4.2)

Of all the entities, DHS is one of the best at projecting out its future needs. By

monitoring the aforementioned DHS Acquisition Planning Forecast System website

(http://apfs.dhs.gov/), FSI can get a head start on planning for many different

surveillance and engineering needs and submit proposals when first available.

United States Navy (7.2.5)


Opportunity 1: Approach Navy With Mobile Trailer System or Like Technology

(7.2.5.4.1)

FSI can attempt to approach the U.S. Navy with its mobile trailer systems or similar

technological variations. However, the conventional Navy’s primary focus is on

shipboard systems. There is a possibility that the Navy would be interested in these

systems for force protection of its various bases, both domestic and international.

Foreign U.S. naval bases present the best chance for adoption of these systems, but even

these are a stretch for the conventional Navy that still has many basic structural force

protection concerns to work on for its bases and is likely not looking for any land-based

initiatives beyond the absolute necessities.


115

United States Marine Corps (7.2.6)


Opportunity 1: Try to Bid on TRSS (7.2.6.4.1)

FSI is free to pursue the TRSS contract when it comes up for bid once again. However,

like the DCGS-N program, this is problematic because it is essentially to focal point of

the USMC’s surveillance capabilities and is therefore a target for every defense

contractor with a surveillance technology capability. L-3 has an incumbent status on

this project, making it all the more difficult to win. While FSI would likely be a capable

contender, it may be wise to expend resources in less saturated ventures.

Opportunity 2: Approach USMC With Mobile Trailer System (7.2.6.4.2)

While FSI is free to approach the Marine Corps with its mobile trailer system or similar

technology, it is very unlikely to yield positive results. While the benefit of such systems

is in line with many USMC missions, the service branch is notoriously resistant to new

systems and it has one of the smallest and least flexible budgets in the armed forces.

Budgetary controls are rigid and manned at very senior levels, giving those who would

see the most benefit from such systems, such as ground level tactical commanders very

little voice in the overall process. For this reason, it is not recommended that FSI pursue

this trek, with the possible exception of Marine Corps Special Operations (MARSOC)

Raiders. It is unlikely even the Raiders could easily introduce this program to the

USMC, however, they also have access to the Special Operations Command (SOCOM)

budget (mentioned later), which is far more friendly to new tactical ventures.

United States Army (7.2.7)


Opportunity 1: Approach Army With Mobile Trailer System or Like Technology

(7.2.7.4.1)

The U.S. Army has the majority of its forces involved in some form of tactical ground

operations. While the DCGS-A is the advertised answer to virtually all intelligence and

surveillance needs, it is possible FSI could find a niche within the branch for its mobile

116

trailer systems or something similar. Some possibilities are the many bases and outposts

in high-threat areas or combat zones. The Army is responsible for the majority of these

temporary military outposts in Afghanistan, Iraq, and similar theaters.

Protecting its soldiers through force protection measures is always a challenge

for the Army and over the years it has invested in many additional protection measures

such as surveillance blimps, radar to determine incoming mortar fire, and similar

initiatives. FSI’s mobile trailers provide an excellent force protection capability through

their various sensors, which can be used on large bases or small outposts. The

conventional Army as a whole is still one of the most bureaucratic of organizations and

introducing new programs without a specific need is difficult. A wise approach would

be to attempt to introduce these through U.S. Army Special Forces, who often occupy

some of the most remote outposts in these areas and who also have the ability to

purchase innovative systems with both Army and Special Operations Command

(SOCOM) funds. In the past, some combat systems tested and evaluated by Special

Operations Forces (SOF) have then made their way into the conventional Army.

United States Air Force (7.2.8)


Opportunity 1: Monitor Solicitations and Respond to Surveillance/Sensor-Related

IBDSS Upgrade (7.2.8.4.1)

Integrated base Defense Security System (IBDSS) upgrades are good opportunities for

FSI to compete for this specialized work. One of the main problems is the lack of Air

Force bases in the San Diego area. However, with plenty in the surrounding region of

Southern California, Nevada, and so forth, there are enough to be able to go through a

proposal process without an unreasonable amount of travel required. As stated earlier,

these solicitations come from all different Air Force bases and commands and can most

easily be found by inputting ‘IBDSS’ into the Keyword/Solicitation # field on the Federal

Business Opportunities site (https://www.fbo.gov/).


117

United States Special Operations Command (7.2.9)


Opportunity 1: Approach SOCOM with the Mobile Trailer Systems (7.2.9.4.1)

Because many of its forces man small outposts within minimal personnel in the heart of

combat zones and other dangerous areas, enhanced force protection measures are

always desired. The mobility and reusability of the trailers are desirable attributes. It is

possible SOCOM would like to test and evaluate the mobile trailers for these uses.

Opportunity 2: Approach SOCOM with Counter-Drone Systems (7.2.9.4.2)

SOCOM is very adamant about acquiring a counter-drone system in the near future.

According to an officer knowledgeable on SOCOM initiatives, SOCOM is closely

tracking several counter drone technology companies, but is hoping for a company to

provide a platform to integrate the counter-drone radars into. This would be a good fit

for FSI mobile trailers to partner with drone radars for a ruggedized platform.

Direct Sales to Foreign Governments (7.3)

Opportunity 1: Sales to Foreign Nations with Exiting Relationships to FSI (7.3.1.1)

Because FSI has delivered surveillance systems to various countries via the U.S.

government, notably Uganda, Bangladesh, Mozambique, Cameroon, and potentially

Lebanon and the Philippines, it already has a level of incumbency with these nations

and sales to them would be easier to initiate.

Uganda is the only country with the mobile trailer systems, but these could be

used by many of the other nations as well. Even if those nations only have FSI-designed

fixed radar stations, the unique capabilities of the mobile systems could be pitched to

them as an additional capability. Since these nations are familiar with the FSI brand and

quality in the other systems, they will likely be more open to listen.

118

Opportunity 2: Sales to Nations FSI Has Not Yet Done Business With (7.3.1.2)

FSI’s systems have worked well for several nations overseas and this can be used to

better market them to additional countries where FSI has not yet delivered products.

These will be more difficult to approach than nations where FSI is known, but there are

many places that could use this technology and FSI should take advantage of its

existing products to the greatest extent possible.

Potential New Markets: Commercial (7.4)


Opportunity 1: Repurpose Existing Mobile Trailers For Environmental Monitoring

(7.4.1.2.1)

One of the challenges facing the mobile trailer systems is how much to spend

reconfiguring them for a new objective. However, environmental monitoring can likely

be achieved through repurposing existing systems. These systems already have the

required features to detect poacher vehicles and personnel on land using the ForTRAK

and illegal fishing craft off the coast with the ForSEA. The ForCOMM allows for data

from the other systems to be collected at a central location. The differentiator with the

mobile systems over a fixed tower like Cambridge’s is that, like smugglers, poachers

will eventually learn the location and approximate range of fixed equipment. While this

helps with deterrence in the immediate area surrounding the tower, poachers will likely

move to areas outside of coverage and continue their activities. The mobile systems can

be repositioned at will to any areas, forcing poachers to constantly change their

activities and hopefully eventually forcing them out of the area altogether.

Opportunity 2: Tailor Other Surveillance Technology For Environmental Monitoring

(7.4.1.2.2)

Though the primary focus of this study is on the mobile trailer systems, FSI has a large

breadth of fixed surveillance solutions capabilities as well. Cambridge International

Solutions used a fixed tower on Cocos Island for a more permanent surveillance

solution, which likely has increased range for detection over mobile options. While the

mobile trailers can be advantageous in that they can be repositioned to areas of need

119

with little trouble, governments may seek solutions that already have proven models

for this specific use. In this case, FSI could provide the same basic functionality with a

fixed tower solution, referring to its track record of successful installations via U.S.

government contract in different countries and making the comparison with

Cambridge’s tower, to demonstrate capability and proficiency in this regard.

Bird Strike Prevention (7.4.2)


Opportunity 1: Reconfigure Mobile Trailer Model for Bird Strike Detection (7.4.2.2.1)

Many current bird strike detection systems also rely on the trailer platform for their

sensor arrays. However, bird strike radars are likely different than radars currently

employed on FSI’s mobile trailers. However, these trailers can be manufactured with

whatever radar specifications required, so altering them for bird detection radar should

not be much of a change. There are other research and development aspects to this, but

it is one of the least change-intensive ways to repurpose the mobile trailer systems. The

safety aspect makes it all the more important to world airports.

Bird and Bat Protection (7.4.3)


Opportunity 1: Reconfigure Existing Mobile Trailers with Bird Detection and

Deterrence Capabilities (7.4.3.2.1)

FSI’s existing mobile trailers are a proven design for mobile sensor capabilities and

could be outfitted with animal detention sensors. Another capability that often goes

along with detection in this industry is that of deterrence, which is usually an

automated noise response that repels the incoming birds or bats. This deterrence aspect

would require additional research and development, so costs and time need to be taken

into account. However, the trailer design would remain and only the components such

as the radar, software, and deterrence systems would need to be modified or added.

120

Opportunity 2: Design A New, Less Costly Trailer For Bird Detection and Deterrence

(7.4.3.2.2)

Another option for FSI is to design a trailer system completely around the bird

detection and deterrence concept. While this would require more work in research and

development than using the existing trailer systems, Accipiter’s trailer system looks

simpler than FSI’s model and indicates avian radars may not require the level of

sophistication that ForTRAK and ForSEA have for coastal and border operations.

Removing components such as the shelter will likely result in cost savings.

Drone Detection (7.4.4)


Opportunity 1: Reconfigure Existing Mobile Trailers For Drone Detection (7.4.4.2.1)

One way into this potentially lucrative industry is to use the existing mobile trailer

platforms and reconfigure the sensor systems, including radar, for drone detection and

tracking. This has the advantage of utilizing existing platform designs and narrowing

the focus to the new detection radar and software. However, a drawback is that the

ForTRAK and ForSEA platforms might not be best designed for air detection.

Opportunity 2: Develop New Products Specifically For Drone Detection (7.4.4.2.2)

FSI could design new platforms from scratch specifically for drone detection. This has

the advantage of creating tailor-made, state-of-the-art platforms specifically centered

around this emerging mission and designing everything for this purpose instead of

retrofitting as in Option 1. However, designing from scratch has the drawback of

increased costs from new research and development and all of the unknowns that come

with a new and unproven system. However, some of these uncertainties can be

mitigated by closely studying competitors such as Detect, Inc. and Dedrone for

hardware design and business models. These companies are among first movers in the

industry and can be benchmarked and their lessons used for early adopters such as FSI.

121

Oil & Gas Industry (7.4.5)


Opportunity 1: Appeal Directly to Oil & Gas Companies (7.4.5.2.1)

The first option is to approach the oil companies directly and offer the ForTRAK,

ForSEA, and ForCOMM product package as a necessary enhancement to the particular

company’s security infrastructure. The technological options on these systems far

surpass existing low-tech camera solutions, and could lower the security cost for the oil

company by requiring less manpower. Each trailer system can cover miles of ground

through its sensors, which take the place of numerous guards.

The portability of the ForSEA and ForCOMM units is also a natural fit for

offshore oil rigs. According to a consultant for the oil industry, these rigs are

notoriously unprotected. Instead of expensive integration of fixed systems on the rigs,

the ForSEA and ForCOMM systems could easily be airlifted and placed on any desired

rig, immediately operable upon delivery, with no installation time required.

Opportunity 2: Market to Individual Security Providers for Oil & Gas (7.4.5.2.2)

The second option is to market the ForTRAK, ForSEA, and ForCOMM products directly

to the security companies. This would certainly target the oil and gas industry, though

many of these companies have a variety of clients for its security services, so there is the

potential for it to stretch into other industries as well.

The approach should entail how the product line is advanced technology, which

differentiates the company’s security offering from competitors. Since the systems are

portable, they are ultimately less expensive and quicker for the company to implement

than constructing fixed surveillance infrastructure. Another differentiator is they can be

moved at will, able to deploy anywhere at any scale.

Mining Industry (7.4.6)


Opportunity 1: Appeal Directly to Mining Companies (7.4.6.2.1)

Mining companies are highly concerned with anything that slows or stops operations.

One of mining’s biggest challenges is the internal threat of theft from mining workers.

122

This is normally defeated by security personnel conducting screenings on those exiting

the mine and has little applicability to the mobile surveillance systems. However, the

systems are relevant to several other threats faced by the industry.

Theft on mined goods can also occur from external threats. An example of this is

the South African gold mining industry, where many of the mines have miles of

passages and multiple entrances, some of what are closed off. However, thieves

sometimes use these old entrances to enter the shafts and illegally extract gold. (Venter,

2008) This causes several problems; first, the loss in gold equates to a direct loss in

revenue for the company. There is also the issue of liability; because these entrances are

not currently used, many of the shafts they lead to are dangerous and there are a

relatively large amount of fatalities from illegal exploits over the years. Companies are

combatting this by using video surveillance systems, which are positioned near the

entrances. This is an area where the ForTRAK and ForCOMM systems could be useful.

Another potential threat faced by mining companies is that of terrorism. The

coordinated terror attacks on two French-run mines in the country of Niger in 2013

brought to light the danger terrorism poses to these massive operations. According to a

France 24 news report, the terrorists slipped a vehicle borne improvised explosive

device (VBIED) past roadblocks during a security personnel shift change. (France

24.com) With the enhanced range and sensor ability of the ForTRAK and ForCOMM

systems, such threats could be spotted ahead of time and roadblocks closed in time.

The positioning for the ForTRAK and ForCOMM systems give them a decided

edge over regular video surveillance. Their mobility is also an advantage, as they could

be moved to the highest risk areas and reused in as many different places as required.

Opportunity 2: Market to Individual Security Providers for Mining (7.4.6.2.2)

Like the oil and gas industry, many mining companies choose to outsource some or all

of their security needs. ForTRAK, ForSEA, and ForCOMM systems could be marketed

directly to the individual security companies, with the positioning that these systems

differentiate the firm by means of superior integrated sensor and situational awareness

technology. Highlighting how the platforms are mobile and versatile and could counter

both threats of illegal miners and terrorist attacks.

123

Appendix D: Costing & Pricing Analysis

This Appendix was redacted and given to FSI as a confidential and proprietary

supplement to the report as per request of FSI President Carlos Persichetti. This is

because it contained sensitive cost data that would destroy FSI’s competitive edge in

pricing if leaked.

The Appendix contained a breakdown of cost structure and an Activity-Based

Costing Analysis which arrived at a cost estimate of manufacturing one trailer,

including materials and labor. An interactive Microsoft Excel price model was also

given to the client in order for them to use as a basis and calculate changing costs in the

formula. To view these please contact FSI President Carlos Persichetti.

124

References

2015 SOCOM Program Updates. (2015, December) Special Operations International.

Retrieved from

http://www.specops-dhp.com/interesting-post/2015-socom-program-

management-updates/

Abu-Nasr, D. and Litvan, L. (June 14, 2016). In War and Now Finance, Losses Mount for

Iranian Ally Hezbollah. Bloomberg. Retrieved from

http://www.bloomberg.com/news/articles/2016-06-14/iran-s-return-isn-t-helping-

ally-hezbollah-pay-the-

bills?utm_source=Sailthru&utm_medium=email&utm_campaign=New%20Camp

aign&utm_term=%2ASituation%20Report

Accipiter. Our Company. Retrieved from

http://www.accipiterradar.com/page/our-company

Accipiter. The Role Of Radar Activated Waterfowl Deterrents On Tailings Ponds. Retrieved

from

http://www.accipiterradar.com/media/pdf/20120913_Iostc_Noharabeasonclifford

final_Distrib_.pdf

Ackerman, R. (2016, May 1). Lessons Learned Drive DCGS-A Forward. Signal. Retrieved

from http://www.afcea.org/content/?q=Article-lessons-learned-drive-dcgs-

forward

Action Software. The High-Performance Marketing Plan: A 6-Step Blueprint to Exceeding

Your Goals. Retrieved fro http://mktg.actonsoftware.com/acton/attachment/248/f-

133c/1/-/-/-/-/High_Performance_Marketing_Plan_Jan2015.pdf?sid=Yl7Z1oScw

Acquisition Community Connection. ACC Practice Center. Retrieved from


Acquisition.gov. Home. Retrieved from https://www.acquisition.gov/

http://www.specops-dhp.com/interesting-post/2015-socom-program-management-updates/

http://www.specops-dhp.com/interesting-post/2015-socom-program-management-updates/

http://www.bloomberg.com/news/articles/2016-06-14/iran-s-return-isn-t-helping-ally-hezbollah-pay-the-bills?utm_source=Sailthru&utm_medium=email&utm_campaign=New%20Campaign&utm_term=%2ASituation%20Report




http://www.accipiterradar.com/page/our-company

http://www.accipiterradar.com/media/pdf/20120913_Iostc_Noharabeasoncliffordfinal_Distrib_.pdf

http://www.accipiterradar.com/media/pdf/20120913_Iostc_Noharabeasoncliffordfinal_Distrib_.pdf

http://www.afcea.org/content/?q=Article-lessons-learned-drive-dcgs-forward

http://www.afcea.org/content/?q=Article-lessons-learned-drive-dcgs-forward

http://mktg.actonsoftware.com/acton/attachment/248/f-133c/1/-/-/-/-/High_Performance_Marketing_Plan_Jan2015.pdf?sid=Yl7Z1oScw

http://mktg.actonsoftware.com/acton/attachment/248/f-133c/1/-/-/-/-/High_Performance_Marketing_Plan_Jan2015.pdf?sid=Yl7Z1oScw


https://www.acquisition.gov/

125

Air Force Safety Center. Bird/Wildlife Aircraft Strike Hazard (BASH). Retrieved from

http://www.afsec.af.mil/aviationsafetydivision/bash/index.asp

AMISOM: African Union Mission in Somalia. AMISOM Mandate. Retrieved from

http://amisom-au.org/amisom-mandate/

Arline, K. (2015, Feb18). Porter's Five Forces: Analyzing the Competition. Business News

Daily. Retrieved from http://www.businessnewsdaily.com/5446-porters-five-

forces.html

Assistant Secretary of the Navy (Research, Development & Acquisition). ASN(RDA)

Overall Structure. Retrieved from


Assistant Secretary of the Navy (Research, Development & Acquisition). Navy

International Programs Office (NIPO). Retrieved from


Assistant Secretary of the Navy (Research, Development & Acquisition). One Source.

Retrieved from http://www.secnav.navy.mil/rda/OneSource/Pages/default.aspx

Associated Press. (2016, June 11). Drone closes busy Dubai International Airport for an

hour. AP.org. Retrieved from

http://hosted.ap.org/dynamic/stories/M/ML_DUBAI_AIRPORT_DRONE?SITE=

AP

Avian Hazard Advisory System. About. Retrieved from

http://www.usahas.com/about.html

Avigilon. Video Analytics. Retrieved from

http://avigilon.com/products/video-analytics/video-analytics/

Bariyo, N. (2016, June 13). The Wall Street Journal. Retrieved from

http://www.wsj.com/articles/uganda-to-withdraw-troops-from-force-hunting-

lords-resistance-army-

http://www.afsec.af.mil/aviationsafetydivision/bash/index.asp

http://amisom-au.org/amisom-mandate/

http://www.businessnewsdaily.com/5446-porters-five-forces.html

http://www.businessnewsdaily.com/5446-porters-five-forces.html



http://www.secnav.navy.mil/rda/OneSource/Pages/default.aspx

http://hosted.ap.org/dynamic/stories/M/ML_DUBAI_AIRPORT_DRONE?SITE=AP

http://hosted.ap.org/dynamic/stories/M/ML_DUBAI_AIRPORT_DRONE?SITE=AP

http://www.usahas.com/about.html

http://avigilon.com/products/video-analytics/video-analytics/

http://www.wsj.com/articles/uganda-to-withdraw-troops-from-force-hunting-lords-resistance-army-1465839667?utm_source=Sailthru&utm_median=email$utm_campaign=New%20Campaign&utm_term=%25ASituation%20Report


126

1465839667?utm_source=Sailthru&utm_median=email$utm_campaign=New%20

Campaign&utm_term=%ASituation%20Report

Bird Control Group. About Bird Control Group. Retrieved from

http://birdcontrolgroup.com/about-bird-control-group/

Bird Strike Alliance. Retrieved from http://birdstrikealliance.com/

Bird Strike Committee USA. About BSC. Retrieved from

http://www.birdstrike.org/about-bsc/

Bird Strike Committee USA. Airport Services Manual: Part 3: Wildlife Control and

Reduction. Retrieved from http://www.birdstrike.org/wp-

content/uploads/2014/10/ICAO-AirportServicesManual-Part3-FourthEdition-

20121.pdf

BizJournals (Jan 19, 2012). Nova Engineering closing, 96 jobs to be lost. Bizjournals.com.

Retrieved from

http://www.bizjournals.com/columbus/morning_call/2012/01/nova-engineering-

closing-96-jobs-to.html

C4 Planning Solutions, LLC. About Us. Retrieved from

http://www.c4plans.com/aboutC4.html

Caldwell, J. Security on Mines. TechnoMine: Mining Technology. Retrieved from

http://technology.infomine.com/reviews/security/welcome.asp?view=full

Cambridge International Systems, Inc. About. Retrieved from

http://www.cbridgeinc.com/about

Campbell, K. (Nov 12, 2013). 10 Do-it-yourself SEO Tips to Save Money.

PracticalEcommerce. Retrieved from

http://www.practicalecommerce.com/articles/109625-10-do-it-yourself-seo-tips-

to-save-money

Central Intelligence Agency (CIA). CIA World Fact Book. Retrieved from



http://birdcontrolgroup.com/about-bird-control-group/

http://birdstrikealliance.com/

http://www.birdstrike.org/about-bsc/

http://www.birdstrike.org/wp-content/uploads/2014/10/ICAO-AirportServicesManual-Part3-FourthEdition-20121.pdf



http://www.bizjournals.com/columbus/morning_call/2012/01/nova-engineering-closing-96-jobs-to.html

http://www.bizjournals.com/columbus/morning_call/2012/01/nova-engineering-closing-96-jobs-to.html

http://www.c4plans.com/aboutC4.html

http://technology.infomine.com/reviews/security/welcome.asp?view=full

http://www.cbridgeinc.com/about

http://www.practicalecommerce.com/articles/109625-10-do-it-yourself-seo-tips-to-save-money

http://www.practicalecommerce.com/articles/109625-10-do-it-yourself-seo-tips-to-save-money

127


Charts Bin. Number of Airports By Country. Retrieved from

http://chartsbin.com/view/1395

Cleary, E. and Dolbeer, R. (2015). Wildlife Hazard Management at Airports: A Manual

for Airport Personnel, Second Edition. Federal Aviation Administration. Retrieved

from

http://www.faa.gov/airports/airport_safety/wildlife/resources/media/2005_FAA_

Manual_complete.pdf

Clemens, J. (2015, July 30). US Navy Awards $232M C4I Systems Integration IDIQ to

Five Firms. Govcon Wire. Retrieved from

https://www.govconwire.com/2015/07/us-navy-awards-232m-c4i-systems-

integration-idiq-to-five-firms/

Combatting Terrorism Technical Support Office (CTTSO) Bids. Broad Agency

Announcement (BAA) Advisory Announcements. Retrieved from


Combatting Terrorism Technical Support Office (CTTSO). Business Process. Retrieved

from http://www.cttso.gov/?q=business_process

Combined Joint Task Force Horn of Africa. Autonomous system protects airfield. Retrieved

from http://www.hoa.africom.mil/story/19978/autonomous-system-protects-

airfield?utm_source=Sailthru&utm_medium=email&utm_campaign=New%20Campaig

n&utm_term=%2ASituation%20Report

Consumer Electronics Show. About Us. Retrieved from https://www.ces.tech/about-us

Controp. Coastal Surveillance. Retrieved from

http://www.controp.com/category/coastal-surveillance/

Council on Foreign Relations. (2007) Terrorism Havens: Lebanon. Cfr.org. Retrieved

from http://www.cfr.org/lebanon/terrorism-havens-lebanon/p9516

Dedrone. DroneTracker. Retrieved from


http://chartsbin.com/view/1395

http://www.faa.gov/airports/airport_safety/wildlife/resources/media/2005_FAA_Manual_complete.pdf

http://www.faa.gov/airports/airport_safety/wildlife/resources/media/2005_FAA_Manual_complete.pdf

https://www.govconwire.com/2015/07/us-navy-awards-232m-c4i-systems-integration-idiq-to-five-firms/

https://www.govconwire.com/2015/07/us-navy-awards-232m-c4i-systems-integration-idiq-to-five-firms/


http://www.cttso.gov/?q=business_process

http://www.hoa.africom.mil/story/19978/autonomous-system-protects-airfield?utm_source=Sailthru&utm_medium=email&utm_campaign=New%20Campaign&utm_term=%2ASituation%20Report



https://www.ces.tech/about-us

http://www.controp.com/category/coastal-surveillance/

http://www.cfr.org/lebanon/terrorism-havens-lebanon/p9516

128

http://www.dedrone.com/en/dronetracker/drone-detection-hardware

Defense Industry Daily. (Jul 27, 2009). $495M to 3 Companies for USAF Base Protection

Security System. Retrieved http://www.defenseindustrydaily.com/495M-to-3-

Companies-for-USAF-Base-Protection-Security-System-05647/

Defense Industry Daily. Modern, effective advertising solutions to reach defense & aerospace

executives. Retrieved from https://www.defenseindustrydaily.com/ratecard/

Defense News. Advertising. Retrieved from

http://static.defensenews.com/advertisewithus/

Defense Security Cooperation Agency (DSCA). Contracting Home Page. Retrieved from

http://www.dsca.mil/contracting/

Defense Threat Reduction Agency (DTRA). Business Opportunities. Retrieved from


Deloitte. State of Mining in Africa. Retrieved from

https://www2.deloitte.com/content/dam/Deloitte/na/Documents/energy-

resources/na_za_state_of_mining_africa_09022015.pdf

DeLuca, D. (2016, Feb 20). Why the Spratly Islands Dispute Matters. American Thinker.

Retrieved from

http://www.americanthinker.com/articles/2016/02/why_the_spratly_islands_disp

ute_matters.html

Department of the Army Office of Small Business Programs. Home. Retrieved from


Detect, Inc. Technical Data Sheet: Harrier Security Radars: Border Surveillance Radars.

Retrieved from http://www.detect-inc.com/DeTect%20-

%20Security/Technical%20Data%20Sheet%20-

%20HARRIER%20Border%20Security%20Radar%20120102.pdf

Dishneau, D. (Mar 17, 2016) Maryland inmate convicted of drone conspiracy. The

http://www.dedrone.com/en/dronetracker/drone-detection-hardware

http://www.defenseindustrydaily.com/495M-to-3-%09Companies-for-USAF-Base-Protection-Security-System-05647/

http://www.defenseindustrydaily.com/495M-to-3-%09Companies-for-USAF-Base-Protection-Security-System-05647/

https://www.defenseindustrydaily.com/ratecard/

http://static.defensenews.com/advertisewithus/

http://www.dsca.mil/contracting/


https://www2.deloitte.com/content/dam/Deloitte/na/Documents/energy-resources/na_za_state_of_mining_africa_09022015.pdf

https://www2.deloitte.com/content/dam/Deloitte/na/Documents/energy-resources/na_za_state_of_mining_africa_09022015.pdf

http://www.americanthinker.com/articles/2016/02/why_the_spratly_islands_dispute_matters.html

http://www.americanthinker.com/articles/2016/02/why_the_spratly_islands_dispute_matters.html


http://www.detect-inc.com/DeTect%20-%20Security/Technical%20Data%20Sheet%20-%20HARRIER%20Border%20Security%20Radar%20120102.pdf



129

Baltimore Sun. Retrieved from http://www.baltimoresun.com/news/maryland/bs-

md-prison-contraband-drone-20160317-story.html

E-Commerce: SPAWAR Contracts Directorate Office. Welcome. Retrieved from


Envistacom. About Envistacom. Retrieved from http://envistacom.com/about.html

Erwin, S. (2016, Jan 25). Secretive SOCOM Opens Up to Private Sector (UPDATED).

National Defense Magazine. Retrieved from

http://www.nationaldefensemagazine.org/blog/Lists/Posts/Post.aspx?ID=2068

Events America. State & Country Fairs Trade Shows & Events. Retrieved from

http://www.eventsinamerica.com/trade-shows/local-shows-fairs/state-county-

fairs/date/100000/

Executive Security Services International. Licensed Security-Private Investigation &

Personal Protection Agency. Retrieved from http://www.executivesecurity.ca/

Federal Aviation Administration (FAA). Memorandum of Agreement Between the Federal

Aviation Administration, the U.S. Air Force, the U.S. Army, the U.S. Environmental

Protection Agency, the U.S. Fish and Wildlife Service, and the U.S. Department of

Agriculture to Address Aircraft-Wildlife Strikes. Retrieved from

http://www.faa.gov/airports/airport_safety/wildlife/resources/media/Multi_Age

ncy_Wildlife_MOA.pdf

Federal Aviation Administration (FAA). Wildlife Hazard Mitigation: Frequently Asked

Questions and Answers. Retrieved from

http://www.faa.gov/airports/airport_safety/wildlife/faq/

Federal Business Opportunities. 58 -- Notice of Intent to Award Sole Source Contract for

Hardware and Engineering Services for EPSS Enhancements (FMS). Retrieved from

https://www.fbo.gov/index?s=opportunity&mode=form&id=6f61121500f8c5cac76

f956fabd70076&tab=core&_cview=0

Federal Business Opportunities. D--Distributed Common Ground System Navy, Increment 2

http://www.baltimoresun.com/news/maryland/bs-md-prison-contraband-drone-20160317-story.html

http://www.baltimoresun.com/news/maryland/bs-md-prison-contraband-drone-20160317-story.html


http://envistacom.com/about.html


http://www.eventsinamerica.com/trade-shows/local-shows-fairs/state-county-fairs/date/100000/

http://www.eventsinamerica.com/trade-shows/local-shows-fairs/state-county-fairs/date/100000/


http://www.faa.gov/airports/airport_safety/wildlife/resources/media/Multi_Agency_Wildlife_MOA.pdf

http://www.faa.gov/airports/airport_safety/wildlife/resources/media/Multi_Agency_Wildlife_MOA.pdf

http://www.faa.gov/airports/airport_safety/wildlife/faq/

https://www.fbo.gov/index?s=opportunity&mode=form&id=6f61121500f8c5cac76f956fabd70076&tab=core&_cview=0

https://www.fbo.gov/index?s=opportunity&mode=form&id=6f61121500f8c5cac76f956fabd70076&tab=core&_cview=0

130

(DCGS-N Inc 2) RFI and Industry Day Notice. Retrieved from

https://www.fbo.gov/index?s=opportunity&mode=form&tab=core&id=8dfd5a0a1

08e7677d14e009d92aa2da2&_cview=0

Federation of American Scientists: Military Analysts Network. Improved Remote

Battlefield Sensor System (IREMBASS), AN/GSQ-187. Retrieved from

http://www.globalsecurity.org/military/systems/ground/irembass.htm

Ferran, L., and Momtaz, R. (2015, Feb). ISIS Trail of Terror. ABC News. Retrieved from

http://abcnews.go.com/WN/fullpage/isis-trail-terror-isis-threat-us-25053190

Forest, J. J. F. (2014). U.S. Military Deployments to Africa: Lessons from the Hunt for

Joseph Kony and the Lord’s Resistance Army. (Joint Special Operations

University Report). Retrieved from http://jsou.socom.mil/PubsPages/JSOU_14-

4_Forest_LRA_FINAL.pdf

France24. (2013) ‘Inside help’ behind deadly Niger terror attack. France24.com. Retrieved

from http://www.france24.com/en/20130527-inside-help-behind-niger-terror-

attack-uranium-arlit-mine-islamists-al-qaeda

Freepik.com. Radar screen image on report title page. Retrieved from

http://www.freepik.com/free-psd/radar-screen-icon--psd_567756.htm

G4S. Oil & Gas. Retrieved from

http://www.g4s.uk.com/en-GB/What%20we%20do/Sectors/Oil%20and%20gas/

G4S USA. G4S USA Home. Retrieved from http://www.g4s.us/en-US/

General Dynamics robotics Systems. About Us. Retrieved from

http://www.gdrs.com/about-us.php

Geoghegan, T. (Nov 6, 2013). 10 ways to prevent plane bird strikes. BBC. Retrieved from

http://www.bbc.com/news/magazine-24751208

Geo Lounge. Landlocked Countries. Retrieved from

https://www.geolounge.com/landlocked-countries/

https://www.fbo.gov/index?s=opportunity&mode=form&tab=core&id=8dfd5a0a108e7677d14e009d92aa2da2&_cview=0

https://www.fbo.gov/index?s=opportunity&mode=form&tab=core&id=8dfd5a0a108e7677d14e009d92aa2da2&_cview=0


http://abcnews.go.com/WN/fullpage/isis-trail-terror-isis-threat-us-25053190

http://jsou.socom.mil/PubsPages/JSOU_14-4_Forest_LRA_FINAL.pdf

http://jsou.socom.mil/PubsPages/JSOU_14-4_Forest_LRA_FINAL.pdf

http://www.france24.com/en/20130527-inside-help-behind-niger-terror-attack-uranium-arlit-mine-islamists-al-qaeda

http://www.france24.com/en/20130527-inside-help-behind-niger-terror-attack-uranium-arlit-mine-islamists-al-qaeda

http://www.freepik.com/free-psd/radar-screen-icon--psd_567756.htm

http://www.g4s.uk.com/en-GB/What%20we%20do/Sectors/Oil%20and%20gas/


http://www.gdrs.com/about-us.php

http://www.bbc.com/news/magazine-24751208

https://www.geolounge.com/landlocked-countries/

131

GlobalSecurity.org. Improved Remote Battlefield Sensor System (IREMBASS), AN/GSQ-187.

Retrieved from


Global Technical Systems. What We DO. Retrieved from

http://gts.us.com/About-Global-Technical-Systems_What-We-Do

Global Wind Energy Council. Wind in Numbers. Retrieved from

http://www.gwec.net/global-figures/wind-in-numbers/

Government Security news (GSN). (2013, Jul 26). General Dynamics lands $96 million

CBP contract to upgrade video systems along Southwest border. AP.org.

Retrieved from

http://gsnmagazine.com/article/30996/general_dynamics_lands_96_million_cbp_

contract_upg

Graphics. Graphics for this report were created or borrowed (with credit) from free

sources on the Internet. Site listings are below:

7-themes.com (mountains)

www.BBC.co

www.bcoutdoorsmagazine.com

www.cbp.gov

clipartix.com

www.detect-inc.com

FSI: MSS Mobile Trailer business brief

www.fotosearch.com

www.freepik.com

generalassemb.ly

www.hqmc.marines.mil

josephandrukaitis.com (radar)


http://gts.us.com/About-Global-Technical-Systems_What-We-Do

http://www.gwec.net/global-figures/wind-in-numbers/

http://gsnmagazine.com/article/30996/general_dynamics_lands_96_million_cbp_contract_upg

http://gsnmagazine.com/article/30996/general_dynamics_lands_96_million_cbp_contract_upg

http://7-themes.com/6920077-landscape-of-mountains.html

http://www.bbc.co/

http://www.bcoutdoorsmagazine.com/poachers-what-to-do-when-you-witness-suspicious-activity

https://www.cbp.gov/

http://clipartix.com/lightning-bolt-clipart-image-16650/


http://www.fotosearch.com/CSP303/k3035889/

http://www.freepik.com/

https://generalassemb.ly/education/introduction-to-pricing-strategy

http://www.hqmc.marines.mil/divpa/Units/Marine-Corps-Trademark-Licensing-Program/History/

http://josephandrukaitis.com/spend-radar-social-media-branding/

132

katiej123.wordpress.com (coastline)

www.navy.mil

plus.google.com (Forward Slope, Inc. - Google+)

www.public.navy.mil

www.ref.army.mil

twitter.com (Forward Slope Twitter Account)

www.uscg.mil

Harper, J. (May 24, 2016). SOCOM Looking For Technology From Foreign Firms.

National Defense Magazine. Retrieved from


Hedin, H., Hirvensalo, I., & Vaarnas, M. (2014). The Handbook of Market Intelligence.

West Sussex: John Wiley & Sons.

HIS Jane’s 360.Home. Retrieved from http://www.janes.com/

Holmes, K. (2015, May 15). Man detained outside White House for trying to fly drone.

CNN. Retrieved from http://www.cnn.com/2015/05/14/politics/white-house-

drone-arrest/

Huber, D. (2010, Aug 30). L-3 unit will upgrade Marine Corps’ remote sensor system.

Ringstar Awards. Retrieved from

https://washingtontechnology.com/articles/2010/08/30/l3-marine-corps-remote-

sensor-system.aspx

IBIS World. Global Engineering Services. ibisworld.com. Retrieved from

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/gl/industry/default.asp

x?entid=1990

IBIS World. IT Consulting in the US. ibisworld.com. Retrieved from

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/us/industry/default.asp

x?entid=1415

https://katiej123.wordpress.com/2012/06/01/olympus-digital-camera/

http://www.navy.mil/

https://plus.google.com/+Forwardslope

http://www.public.navy.mil/spawar/Pages/FOIA.aspx

http://www.ref.army.mil/

https://twitter.com/forwardslope

http://www.uscg.mil/history/flagindex.asp


http://www.janes.com/

http://www.cnn.com/2015/05/14/politics/white-house-drone-arrest/

http://www.cnn.com/2015/05/14/politics/white-house-drone-arrest/

https://washingtontechnology.com/articles/2010/08/30/l3-marine-corps-remote-sensor-system.aspx

https://washingtontechnology.com/articles/2010/08/30/l3-marine-corps-remote-sensor-system.aspx

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/gl/industry/default.aspx?entid=1990

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/gl/industry/default.aspx?entid=1990

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/us/industry/default.aspx?entid=1415


133

IBIS World. Night Vision Equipment Manufacturing in the US. ibisworld.com. Retrieved

from

http://clients1.ibisworld.com.ezproxy.csusm.edu/reports/us/industry/default.asp

x?entid=4432

Innovation, Science and Economic Development Canada. Canadian Company

Capabilities. Retrieved from

http://www.ic.gc.ca/app/ccc/srch/nvgt.do?prtl=1&estblmntNo=234567005518&pr

ofile=cmpltPrfl&profileId=1921&app=sold&lang=eng

InsiderSurviellance.com. (Nov 18, 2014). Blackbird Acquisition Has Raytheon Singing.

InsiderSurveillance.com. Retrieved from https://insidersurveillance.com/blackbird-

acquisition-raytheon-singing/

International Civil Aviation Organization (ICAO): A United Nations Specialized

Agency. Vision & Mission. Retrieved from http://www.icao.int/about-

icao/Pages/vision-and-mission.aspx

Interviews. (Note: All individuals only provided information they were authorized to

give. However, some of these individuals declined to be mentioned by name because of

general practice for security clearance purposes). Grooms, D. (Advisor), Grundies, D.

(USN Ret.), Noonan, K. (FSI), Oliveira, B. (FSI), Persichetti, C. (FSI), Pidduck, A. (FSI),

Totah, Richard (Marketing), an individual familiar with SOCOM Sensor Requirements,

an expert on Department of Homeland Security Sensor Systems, a former aviator

familiar with bird strike issues, an individual familiar with oil rig & oil field security

concerns. Various other individuals with general content, but no specific citations.

Investopedia. Compound Annual Growth Rate - CAGR. Retrieved from

http://www.investopedia.com/terms/c/cagr.asp

Keller, J. (Sep 22, 2015). Army names 16 research organizations to share $800 million in

support of expeditionary warfare. Military & Aerospace Electronics. Retrieved from

http://www.militaryaerospace.com/articles/2015/09/expeditionary-warfare-

research.html



http://www.ic.gc.ca/app/ccc/srch/nvgt.do?prtl=1&estblmntNo=234567005518&profile=cmpltPrfl&profileId=1921&app=sold&lang=eng

http://www.ic.gc.ca/app/ccc/srch/nvgt.do?prtl=1&estblmntNo=234567005518&profile=cmpltPrfl&profileId=1921&app=sold&lang=eng

https://insidersurveillance.com/blackbird-acquisition-raytheon-singing/

https://insidersurveillance.com/blackbird-acquisition-raytheon-singing/

http://www.icao.int/about-icao/Pages/vision-and-mission.aspx

http://www.icao.int/about-icao/Pages/vision-and-mission.aspx

http://www.investopedia.com/terms/c/cagr.asp

http://www.militaryaerospace.com/articles/2015/09/expeditionary-warfare-research.html

http://www.militaryaerospace.com/articles/2015/09/expeditionary-warfare-research.html

134

Kindzeka, M. (Sep 22, 2016). Cameroon's Capital on Edge About Potential Terrorist

Attack. Voice of America. Retrieved from

http://www.voanews.com/content/cameroon-capital-potential-terrorist-

attack/3221296.html

Kolodny, L. (May 17, 2017). Dedrone raises $10 million to detect aerial intruders. Mining

Weekly. Retrieved from https://techcrunch.com/2016/05/17/dedrone-raises-10-

million-to-detect-aerial-intruders/

L-3 Communication Systems. Tactical Remote Sensor System (TRSS). Retrieved from

http://www2.l-3com.com/cs-east/sensor/trss.htm

Liewer, S. (Feb 21, 2014). $500K radar system gives Offutt pilots better data in effort to

avoid dangerous bird strikes. Omaha World Herald. Retrieved from

http://www.omaha.com/news/k-radar-system-gives-offutt-pilots-better-data-in-

effort/article_261ead29-5d01-5474-88dc-b68b1d9b9a46.html

LinkedIn. Home. Retrieved from https://www.linkedin.com/

Major League Baseball. Retrieved from http://mlb.mlb.com/home

Manta. Envistacom, LLC. Retrieved from

http://www.manta.com/c/mw2c69z/envistacom-l-l-c

Manta. Forward Slope Incorporated. Retrieved from

http://www.manta.com/c/mmfc2bj/forward-slope-inc

Marine Corps Logistics Command. Contracts Department. Retrieved from


Markets & Markets. (Feb, 2016). Anti-Drone Radar Market. MarketsAndMarketse.com.

Retrieved from http://www.marketsandmarkets.com/Market-Reports/anti-drone

market-177013645.html

Markets & Markets. (Jun, 2016). Border Security Outlook - Market size, segmentation,

market share and competitive landscape (2016-2021). MarketsAndMarketse.com.

http://www.voanews.com/content/cameroon-capital-potential-terrorist-attack/3221296.html

http://www.voanews.com/content/cameroon-capital-potential-terrorist-attack/3221296.html

https://techcrunch.com/2016/05/17/dedrone-raises-10-million-to-detect-aerial-intruders/

https://techcrunch.com/2016/05/17/dedrone-raises-10-million-to-detect-aerial-intruders/

http://www2.l-3com.com/cs-east/sensor/trss.htm

http://www.omaha.com/news/k-radar-system-gives-offutt-pilots-better-data-in-%09effort/article_261ead29-5d01-5474-88dc-b68b1d9b9a46.html

http://www.omaha.com/news/k-radar-system-gives-offutt-pilots-better-data-in-%09effort/article_261ead29-5d01-5474-88dc-b68b1d9b9a46.html

https://www.linkedin.com/

http://mlb.mlb.com/home

http://www.manta.com/c/mw2c69z/envistacom-l-l-c

http://www.manta.com/c/mmfc2bj/forward-slope-inc


http://www.marketsandmarkets.com/Market-Reports/anti-drone%20market-177013645.html

http://www.marketsandmarkets.com/Market-Reports/anti-drone%20market-177013645.html

135

Retrieved from http://www.marketresearch.com/Mordor-Intelligence-LLP-

v4018/Border-Security-Outlook-size-segmentation-10142822/

Markets & Markets. (Feb, 2014). Global Surveillance and Security Radar Market.

MarketsAndMarketse.com. Retrieved from

http://www.marketsandmarkets.com/Market-Reports/security-surveillance-

radar-market-35330984.html

Marketing MO. Distribution Channels. Retrieved from

http://www.marketingmo.com/strategic-planning/how-to-develop-your-

distribution-channels/

Market Positioning Strategy Guide. Smartling. Retrieved from

https://www.smartling.com/market-positioning-strategy/

McCaney, K. (2016, Mar 22). Army still catching flak for tactical intell system. Defense

Systems. Retrieved from https://defensesystems.com/articles/2016/03/22/army-

dcgs-a-criticism.aspx

McDonald, P. (2015, May). Shoot, Move, Communicate: 2nd Intel Conducts Live-Fire

Range. Marines.com. Retrieved from https://www.marines.com/news/-/news-

story/detail/news_25may2015_2nd-intel-conducts-live-fire-range_marinesmil

McLeary, P., and Rawnsley, A. (2016, May). Situation Report. Foreign Policy. Retrieved

from

http://link.foreignpolicy.com/view/52543f88c16bcfa46f6e44ef3zxmp.16rr/7a01b92

9

Military Industrial Complex. U.S. Special Operations Command (SOCOM) Defense

Contracts Listing. Retrieved from http://www.militaryindustrialcomplex.com/us-

special-operations-command-defense-contracts-listing.asp

Mining.com. Put yourself in front of mining’s largest community. Retrieved from

http://www.mining.com/advertise/

Mining Security & Crisis Management Forum. 2nd Mining Security & Crisis Management

http://www.marketresearch.com/Mordor-Intelligence-LLP-v4018/Border-Security-Outlook-size-segmentation-10142822/

http://www.marketresearch.com/Mordor-Intelligence-LLP-v4018/Border-Security-Outlook-size-segmentation-10142822/

http://www.marketsandmarkets.com/Market-Reports/security-surveillance-radar-market-35330984.html

http://www.marketsandmarkets.com/Market-Reports/security-surveillance-radar-market-35330984.html

http://www.marketingmo.com/strategic-planning/how-to-develop-your-distribution-channels/

http://www.marketingmo.com/strategic-planning/how-to-develop-your-distribution-channels/

https://www.smartling.com/market-positioning-strategy/

https://defensesystems.com/articles/2016/03/22/army-dcgs-a-criticism.aspx

https://defensesystems.com/articles/2016/03/22/army-dcgs-a-criticism.aspx

https://www.marines.com/news/-/news-story/detail/news_25may2015_2nd-intel-conducts-live-fire-range_marinesmil

https://www.marines.com/news/-/news-story/detail/news_25may2015_2nd-intel-conducts-live-fire-range_marinesmil





http://www.mining.com/advertise/

136

Forum 2016. Retrieved from http://www.miningsecurityforum.com/

Mogato, M. (2016, Jun 13). Situation Report. Reuters. Retrieved from

http://www.reuters.com/article/us-southcinasea-china-philippines-

idUSKCN0YZ0XK?utm_source=Sailthru&utm_medium=email&utm_campaign=

New%20Campaign&utm_term=%2ASituation%20Report

MOS Manual. (2015, May) Tactical Remote Sensor System (TRSS) Maintainer. Retrieved

from http://mosmanual.com/pages/mos/28/2848.php

MOZ. The Beginners Guide To SEO (Search Engine Optimization). Retrieved from

https://moz.com/beginners-guide-to-seo

Murrish, N. Security in the developing world. TechnoMine: Mining Technology. Retrieved

from http://www.infomine.com/library/publications/docs/Murrish2014.pdf

Lamothe, D. (Jun 10, 2016). Retired SOCOM commander and LinkedIn chairman join

new Pentagon innovation effort. The Washington Post. Retrieved from

https://www.washingtonpost.com/news/checkpoint/wp/2016/06/10/retired-

socom-commander-and-linkedin-ceo-join-new-pentagon-innovation-effort/

National Defense Magazine. Advertising. Retrieved from

http://www.nationaldefensemagazine.org/advertising/Pages/default.aspx

National Football League. Retrieved from http://www.nfl.com/

National Public Radio. (Apr 27, 2009). Pinpointing Airports With High Rate Of Bird

Strikes. Retrieved from

http://www.npr.org/templates/story/story.php?storyId=103530836

National Wind Coordinating Collaborative. Wind Turbine Interactions with Birds, Bats,

and their Habitats: A summary of Research Results and Priority Questions.

Retrieved from https://nationalwind.org/wp-

content/uploads/assets/publications/Birds_and_Bats_Fact_Sheet_.pdf

Navy Electronic Commerce Online (NECO). Main Page. Retrieved from

http://www.miningsecurityforum.com/

http://www.reuters.com/article/us-southcinasea-china-philippines-idUSKCN0YZ0XK?utm_source=Sailthru&utm_medium=email&utm_campaign=New%20Campaign&utm_term=%2ASituation%20Report



http://mosmanual.com/pages/mos/28/2848.php

https://moz.com/beginners-guide-to-seo

http://www.infomine.com/library/publications/docs/Murrish2014.pdf

https://www.washingtonpost.com/news/checkpoint/wp/2016/06/10/retired-socom-commander-and-linkedin-ceo-join-new-pentagon-innovation-effort/

https://www.washingtonpost.com/news/checkpoint/wp/2016/06/10/retired-socom-commander-and-linkedin-ceo-join-new-pentagon-innovation-effort/

http://www.nationaldefensemagazine.org/advertising/Pages/default.aspx

http://www.nfl.com/

http://www.npr.org/templates/story/story.php?storyId=103530836

https://nationalwind.org/wp-content/uploads/assets/publications/Birds_and_Bats_Fact_Sheet_.pdf

https://nationalwind.org/wp-content/uploads/assets/publications/Birds_and_Bats_Fact_Sheet_.pdf

137


Northrup Grumman. SCORPION II Unattended Target Recognition Systems. Retrieved

from

http://www.northropgrumman.com/Capabilities/scorpionii/Pages/default.aspx

Office of Naval Research, Science & Technology. Contracts and Grants. Retrieved from


Office of the Under Secretary of Defense for Acquisition, Technology and Logistics.

Home. Retrieved from http://www.acq.osd.mil/index.html

OGS: International Oil & Gas Security. Exhibition. Retrieved from

http://www.oilgassecurity.com/#!who-will-you-meet/bdvz3

Oil & Gas Journal. Advertise. Retrieved from http://www.ogj.com/advertise.html

Oliphant, V. (2016, May 28). Britain is ‘WOEFULLY unprepared for a terrorist drone

attack and the threat is REAL’. Express. Retrieved from

http://www.express.co.uk/news/uk/674702/Britain-UK-unprepared-terrorist-

drone-drones-attack-ISIS

Olson, B., Mattioli, D., and Raice, S. (Mar 24, 2016). Exxon Mobil in Talks to Buy Stake in

Big Mozambique Gas Project From Eni SpA. Mining Weekly. Retrieved from

http://www.wsj.com/articles/exxon-mobil-in-talks-to-buy-stake-in-big-

mozambique-gas-project-from-eni-spa-1458855175

Peck, M. (2015, May). Navy wants a smarter DCGS. C4ISR & Networks. Retrieved from

http://www.c4isrnet.com/story/military-tech/sensors/2015/05/11/navy-wants-

smarter-dcgs/27125215/

PR Newswire. Accipiter Part of Customs and Border Protection Contract Win. Retrieved

from http://www.prnewswire.com/news-releases/accipiter-part-of-customs-and-

border-protection-contract-win-226284221.html

Quick MBA. Strategic Management. Retrieved from


http://www.northropgrumman.com/Capabilities/scorpionii/Pages/default.aspx


http://www.acq.osd.mil/index.html

http://www.oilgassecurity.com/#!who-will-you-meet/bdvz3

http://www.ogj.com/advertise.html

http://www.express.co.uk/news/uk/674702/Britain-UK-unprepared-terrorist-drone-drones-attack-ISIS

http://www.express.co.uk/news/uk/674702/Britain-UK-unprepared-terrorist-drone-drones-attack-ISIS

http://www.wsj.com/articles/exxon-mobil-in-talks-to-buy-stake-in-big-mozambique-gas-project-from-eni-spa-1458855175

http://www.wsj.com/articles/exxon-mobil-in-talks-to-buy-stake-in-big-mozambique-gas-project-from-eni-spa-1458855175

http://www.c4isrnet.com/story/military-tech/sensors/2015/05/11/navy-wants-smarter-dcgs/27125215/

http://www.c4isrnet.com/story/military-tech/sensors/2015/05/11/navy-wants-smarter-dcgs/27125215/

http://www.prnewswire.com/news-releases/accipiter-part-of-customs-and-border-protection-contract-win-226284221.html

http://www.prnewswire.com/news-releases/accipiter-part-of-customs-and-border-protection-contract-win-226284221.html

138

http://www.quickmba.com/strategy/strategic-planning/

Radiant Insights. (Jan 31, 2014). Global Radar Market 2014-2018. RaidiantInsights.com.

Retrieved from http://www.radiantinsights.com/research/global-radar-market-

2014-2018?gclid=COixhtbYh84CFUlqfgod4ZwHgA

Raytheon. Building A Cyber Powerhouse: Synergies form as Blackbird Technologies folds into

Raytheon's cyber business. Retrieved from

http://www.raytheon.com/news/feature/cyber_powerhouse.html

Rice, J. (Sep 23, 2005). Bird Plus Plane Equals Snarge. Wired.com. Retrieved from

http://web.archive.org/web/20080724052249/http://www.wired.com/science/disco

veries/news/2005/09/68937

Robin Radar. Our Story. Retrieved from http://www.robinradar.com/about/

Saptharishi, M. The New Eyes of Surveillance: Artificial Intelligence and Humanizing

Technology. Wired.com. Retrieved from

http://www.wired.com/insights/2014/08/the-new-eyes-of-surveillance-artificial-

intelligence-and-humanizing-technology/

Saraj. 5 Simple Steps for Do-It-Yourself Search Engine Optimization. Duct Tape

Marketing. Retrieved from http://www.ducttapemarketing.com/blog/do-it-

yourself-search-engine-optimization/

Saum-Manning, L. (2012, December). VSO/ALP: Comparing Past and Current

Challenges to Afghan Local Defense (Working Paper). Rand Corporation.

Retrieved from

https://www.rand.org/content/dam/rand/pubs/working_papers/2012/RAND_W

R936.pdf

Seaport-e. Home. Retrieved from http://www.seaport.navy.mil/

Security Info Watch. Harrier Airspace and Marine Surveillance Radar Systems. Retrieved

from http://www.securityinfowatch.com/product/10216945/detect-inc-harrier-

airspace-and-marine-surveillance-radar-systems

http://www.quickmba.com/strategy/strategic-planning/

http://www.radiantinsights.com/research/global-radar-market-%092014-2018?gclid=COixhtbYh84CFUlqfgod4ZwHgA

http://www.radiantinsights.com/research/global-radar-market-%092014-2018?gclid=COixhtbYh84CFUlqfgod4ZwHgA

http://www.raytheon.com/news/feature/cyber_powerhouse.html

http://web.archive.org/web/20080724052249/http:/www.wired.com/science/disco%09veries/news/2005/09/68937

http://web.archive.org/web/20080724052249/http:/www.wired.com/science/disco%09veries/news/2005/09/68937

http://www.robinradar.com/about/

http://www.wired.com/insights/2014/08/the-new-eyes-of-surveillance-artificial-intelligence-and-humanizing-technology/

http://www.wired.com/insights/2014/08/the-new-eyes-of-surveillance-artificial-intelligence-and-humanizing-technology/

http://www.ducttapemarketing.com/blog/do-it-yourself-search-engine-optimization/

http://www.ducttapemarketing.com/blog/do-it-yourself-search-engine-optimization/

https://www.rand.org/content/dam/rand/pubs/working_papers/2012/RAND_WR936.pdf

https://www.rand.org/content/dam/rand/pubs/working_papers/2012/RAND_WR936.pdf


http://www.securityinfowatch.com/product/10216945/detect-inc-harrier-airspace-and-marine-surveillance-radar-systems

http://www.securityinfowatch.com/product/10216945/detect-inc-harrier-airspace-and-marine-surveillance-radar-systems

139

Shot Show. Register. Retrieved from http://www.shotshow.org/

Solute. About Solute. Retrieved from http://solute.us/about-us/

Southwest Michigan Procurement Technical Assistance Center (PTAC). (2015, Sep 9).

The End of Army Single Face to Industry (ASFI). swmiptac.wordpress.com.

Retrieved from https://swmiptac.wordpress.com/2015/09/09/the-end-of-army-

single-face-to-industry-asfi/

Space and Naval Warfare Systems Command (SPAWAR). Mobile Detection Assessment

Response System (MDARS) II. Retrieved from

http://www.public.navy.mil/spawar/Pacific/Robotics/Pages/MDARS2.aspx

Space and Naval Warfare Systems Command (SPAWAR). The Navy’s Information

Warfare Systems Command. Retrieved from

http://www.public.navy.mil/spawar/Pages/default.aspx

Special Operations Industry Conference. Register. Retrieved from

http://www.sofic.org/register/Pages/default.aspx

Starr, B. (2016, May). U.S. special forces wage secretive ‘small wars’ against terrorists.

CNN Politics. Retrieved from http://www.cnn.com/2016/05/11/politics/special-

ops-small-wars-isis-al-qaeda/index.html

Statista. Number of offshore rigs worldwide from 2010 to 2017. Retrieved from

http://www.statista.com/statistics/307146/number-of-offshore-rigs-worldwide/

Stayman, D. (Mar 20, 2016). How to Write Market Positioning Statements. eCornell.

Retrieved from http://blog.ecornell.com/how-to-write-market-positioning-

statements/

Stelter, L. (Jun 10, 2016) The Threat of Drones to Secure Facilities. In Public Safety.

Retrieved from http://inpublicsafety.com/2016/06/threat-drones-secure-facilities/

Stratfor. Home. Retrieved from https://www.stratfor.com/

Tactical Remote Sensor System. (2015, June) U.S. Marine Corps Concepts and Programs.

http://www.shotshow.org/

http://solute.us/about-us/

https://swmiptac.wordpress.com/2015/09/09/the-end-of-army-single-face-to-industry-asfi/

https://swmiptac.wordpress.com/2015/09/09/the-end-of-army-single-face-to-industry-asfi/

http://www.public.navy.mil/spawar/Pacific/Robotics/Pages/MDARS2.aspx

http://www.public.navy.mil/spawar/Pages/default.aspx

http://www.sofic.org/register/Pages/default.aspx

http://www.cnn.com/2016/05/11/politics/special-ops-small-wars-isis-al-qaeda/index.html

http://www.cnn.com/2016/05/11/politics/special-ops-small-wars-isis-al-qaeda/index.html

http://www.statista.com/statistics/307146/number-of-offshore-rigs-worldwide/

http://blog.ecornell.com/how-to-write-market-positioning-statements/

http://blog.ecornell.com/how-to-write-market-positioning-statements/

http://inpublicsafety.com/2016/06/threat-drones-secure-facilities/

https://www.stratfor.com/

140

Retrieved from

https://marinecorpsconceptsandprograms.com/programs/intelligence-

surveillance-and-reconnaissance/tactical-remote-sensor-system-trss

Tactical Remote Sensor System. Intelligence. Retrieved from

http://www.globalsecurity.org/intell/library/reports/2001/compendium/trss.htm

Tactical Remote Sensor System at Marine Corps Systems Command. (2015, June) U.S.

Marine Corps Concepts and Programs.

Retrieved from http://www.acq.osd.mil/dpap/pdi/uid/attachments/TRSS.pdf

The Economist. Economist Intelligence Unit (EIU). Retrieved from


The Economist. (Jan 18, 2014) Strike out!. Economist.com. Retrieved from

http://www.economist.com/news/science-and-technology/21594237-radar-stops-

aircraft-colliding-each-other-it-should-be-used-stop-them

The Free Library, By Farlex. (Jan 14, 2003). L-3 Communications' Battlefield Sensor System

Wins 2002 Grace Hopper Government Technology Leadership Award For Homeland

Security. Retrieved from

http://www.thefreelibrary.com/L-

3+Communications'+Battlefield+Sensor+System+Wins+2002+Grace+Hopper...-

a096418716

The Library of Congress Business Reference Services. Federal Government Contracting.

Retrieved from https://www.loc.gov/rr/business/contracts/fed3.html#link1

The Maritime Executive (2016, Feb 1). Nigerian Separatist Group Hijacks Foreign

Tanker. AP.org. Retrieved from http://www.maritime-

executive.com/article/nigerian-separatist-group-hijacks-foreign-tanker

Turse, N. (2015, January 20). U.S. Special Forces Are Operating in More Countries Than

https://marinecorpsconceptsandprograms.com/programs/intelligence-surveillance-and-reconnaissance/tactical-remote-sensor-system-trss

https://marinecorpsconceptsandprograms.com/programs/intelligence-surveillance-and-reconnaissance/tactical-remote-sensor-system-trss

http://www.globalsecurity.org/intell/library/reports/2001/compendium/trss.htm

http://www.acq.osd.mil/dpap/pdi/uid/attachments/TRSS.pdf


http://www.economist.com/news/science-and-technology/21594237-radar-stops-%09aircraft-colliding-each-other-it-should-be-used-stop-them

http://www.economist.com/news/science-and-technology/21594237-radar-stops-%09aircraft-colliding-each-other-it-should-be-used-stop-them

http://www.thefreelibrary.com/L-3+Communications'+Battlefield+Sensor+System+Wins+2002+Grace+Hopper...-a096418716



https://www.loc.gov/rr/business/contracts/fed3.html#link1

http://www.maritime-executive.com/article/nigerian-separatist-group-hijacks-foreign-tanker

http://www.maritime-executive.com/article/nigerian-separatist-group-hijacks-foreign-tanker

141

You Can Imagine. TheNation.com. Retrieved from

http://www.thenation.com/article/us-special-forces-are-operating-more-

countries-you-can-imagine/

Tyco. Oil & Gas. Retrieved from http://www.tyco.com/markets/oil-gas

Warrior Expo. (2016). Overview. Retrieved from https://adsinc.com/warrior-expo/

Where in Federal Contracting (Wifcon). Quick Kit. Retrieved from


Wikipedia. List of association football stadiums by capacity. Retrieved from

https://en.wikipedia.org/wiki/List_of_association_football_stadiums_b

y_capacity

Williams, T. (2016, February). U.S. Customs and Border Protection’s Use of Technology

to Better Secure U.S. Borders. The Police Chief: The Professional Voice of Law

Enforcement. Retrieved from

http://www.policechiefmagazine.org/magazine/index.cfm?fuseaction=display_ar

ch&article_id=1895&issue_id=92009

WinGovernmentContracts.com. Navy Business Opportunities. Retrieved from


World Atlas. How Many Countries are in the World? Retrieved from

http://www.worldatlas.com/nations.htm

Wunderlich & Gladstone. Corporate & Industrial Security Solutions. Retrieved from


United Nations News Centre (2015, Sep 25). Crisis in Africa’s Lake Chad Basin ‘must

not be forgotten’ – UN humanitarian chief. UN.org. Retrieved from

http://www.un.org/apps/news/story.asp?NewsID=51974#.V4F66Y6eR8A

United States Air Force Acquisition. Organizations. Retrieved from


http://www.thenation.com/article/us-special-forces-are-operating-more-countries-you-can-imagine/

http://www.thenation.com/article/us-special-forces-are-operating-more-countries-you-can-imagine/

http://www.tyco.com/markets/oil-gas

https://adsinc.com/warrior-expo/


https://en.wikipedia.org/wiki/List_of_association_football_stadiums_by_capacity

https://en.wikipedia.org/wiki/List_of_association_football_stadiums_by_capacity

http://www.policechiefmagazine.org/magazine/index.cfm?fuseaction=display_arch&article_id=1895&issue_id=92009

http://www.policechiefmagazine.org/magazine/index.cfm?fuseaction=display_arch&article_id=1895&issue_id=92009


http://www.worldatlas.com/nations.htm


http://www.un.org/apps/news/story.asp?NewsID=51974#.V4F66Y6eR8A


142

United States Air Force, Commander Pacific Air Forces. (Oct 29, 2013) Integrated Base

Defense Security System (IBDSS) Installation Maintenance, Sustainment, Restoration

and Modernization. Retrieved from http://ww3.safaq.hq.af.mil/organizations/

United States Air Force Small Business. Contracts. Retrieved from


United States Army Acquisition Support Center. Distributed Common Ground System –

Army (DCGS-A) Increment 1. Retrieved from http://asc.army.mil/web/portfolio-

item/distributed-common-ground-system-army-dcgs-a-increment-1/

United States Army Program Executive Office for Simulation, Training, &

Instrumentation. PEO STRI Mission & Vision. Retrieved from

http://www.peostri.army.mil/ABOUTUS/vision.jsp

United States Army. U.S. Army releases DCGS-A Increment 2 ‘request for proposals’.

Retrieved from https://dcgsa.army.mil/u-s-army-releases-dcgs-a-increment-2-

request-for-proposals/

United States Assistant Secretary of the Navy, Research, Development & Acquisition.

Find Business Opportunities. Retrieved from

http://www.secnav.navy.mil/rda/OneSource/Pages/Business%20Opportunities/Fi

nd-Business-Opportunities.aspx

United States Customs and Border Protection. Air and Marine Operations Tethered

Aerostat Radar System. Retrieved from

http://www.cbp.gov/sites/default/files/documents/FS_2015_TARS.pdf

United States Customs and Border Protection. How to do Business with the CBP.

Retrieved from https://www.cbp.gov/contact/how-to-do-business-with-cbp

United States Department of Defense. Contracts. Retrieved from


United States Department of Homeland Security. DHS Acquisition Planning Forecast



http://asc.army.mil/web/portfolio-item/distributed-common-ground-system-army-dcgs-a-increment-1/

http://asc.army.mil/web/portfolio-item/distributed-common-ground-system-army-dcgs-a-increment-1/

http://www.peostri.army.mil/ABOUTUS/vision.jsp

https://dcgsa.army.mil/u-s-army-releases-dcgs-a-increment-2-request-for-proposals/

https://dcgsa.army.mil/u-s-army-releases-dcgs-a-increment-2-request-for-proposals/

http://www.secnav.navy.mil/rda/OneSource/Pages/Business%20Opportunities/Find-Business-Opportunities.aspx

http://www.secnav.navy.mil/rda/OneSource/Pages/Business%20Opportunities/Find-Business-Opportunities.aspx

http://www.cbp.gov/sites/default/files/documents/FS_2015_TARS.pdf



143

System. Retrieved from http://apfs.dhs.gov/

United States Department of Homeland Security. Do Business with DHS. Retrieved from


United States Department of Homeland Security: Science and technology Directorate.

Coastal Surveillance System. Retrieved from

https://www.dhs.gov/sites/default/files/publications/Coastal%20Surveillance%20

Systems.pdf

United States Navy. Distributed Common Ground System-Navy (DCGS-N) Fact Sheet.

Retrieved from http://www.secnav.navy.mil/rda/Documents/dcgs-

n+overview+for+asn+rda+nov11-s.pdf

United States Office of the Under Secretary of Defense for Acquisition, Technology and

Logistics. Home. Retrieved from http://www.acq.osd.mil/

United States Special Operations Command. Special Operations Forces Acquisition,

Technology, & Logistics. Retrieved from

http://www.socom.mil/sordac/Pages/Default.aspx

United States Special Operations Command. USSOCOM Areas of Interest: Intelligence,

Surveillance, and Reconnaissance. Retrieved from

https://www.socom.mil/sordac/Pages/AreasOfInterest.aspx

Veisar Technologies. About. Retrieved from http://www.veisar.com/about/

Venter, I. (April 25, 2008). Gold theft: It’s a huge problem and its getting worse. Mining

Weekly. Retrieved from http://www.miningweekly.com/article/gold-theft-it039s-

a-huge-problem-and-it039s-getting-worse-2008-04-25



https://www.dhs.gov/sites/default/files/publications/Coastal%20Surveillance%20Systems.pdf

https://www.dhs.gov/sites/default/files/publications/Coastal%20Surveillance%20Systems.pdf

http://www.secnav.navy.mil/rda/Documents/dcgs-n+overview+for+asn+rda+nov11-s.pdf

http://www.secnav.navy.mil/rda/Documents/dcgs-n+overview+for+asn+rda+nov11-s.pdf

http://www.acq.osd.mil/

http://www.socom.mil/sordac/Pages/Default.aspx

https://www.socom.mil/sordac/Pages/AreasOfInterest.aspx

http://www.veisar.com/about/

http://www.miningweekly.com/article/gold-theft-it039s-a-huge-problem-and-it039s-getting-worse-2008-04-25

http://www.miningweekly.com/article/gold-theft-it039s-a-huge-problem-and-it039s-getting-worse-2008-04-25

Sensor Platforms & Technology Uses: A Marketing Strategy

Documents

Transcript of Sensor Platforms & Technology Uses: A Marketing Strategy