Vislink plc Strategy Review. 8 November 2011

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1 Vislink plc Strategy Review 8 November 2011

2 Agenda Part1: Executive Summary Trading update, investment summary and outlook Part 2: Vislink today Vislink in broadcast Vislink in video surveillance Part 3: Vislink strategic direction Q&A 2

3 Vislink: Core Value The collection and delivery of high quality video and associated data from the field to the point of usage 3

4 Part 1: Executive summary Q3 trading has been in line with management expectations Group returned to profit in the quarter Re-define our markets as: Broadcast Video Surveillance Formerly Law Enforcement and Public Safety (LEPS) Financial goals Profitable growth to revenue of 80m in 3 years Organic growth 10-15% pa Bolt on acquisitions in services and IP/software technologies Minimum 10% operating profit margin (before amortisation of acquired intangibles) Cash generative 4

5 Broadcast market The broadcast market represents ~80% of Group revenues Core competence in high-end solutions for digital wireless transmission over microwave and satellite, SD and HD; for sports, events and news gathering; specialists in challenging environments and onboard applications We have ~20% share of the global media contribution market Market size: 232m (source K4One) Market growth 4% (source K4One) Emerging market growth of 12% (source K4One) Market trends Increasing global demand for video contribution Increasing use of WiFi, 3G/4G for delivery of contribution along side highend solution High-end solutions in demand for live news, sports & events Demand for lower cost solutions for growing markets e.g. citizen journalism, internet news & other niche broadcasters and pro-sumers 5

6 Strategy for the broadcast market Maintain technology leadership in high-end applications Maintain market leadership in major markets through developing our brands and relationships Increase market share in emerging markets with targeted investment in those regions with highest growth such as Asia and Latin America Development of recurring revenues by the creation of a software and services culture Continue to invest in the product portfolio to meet: Demand for lower cost solutions Demand for contribution delivery over public infrastructure, IP, 3G/4G Seek new technologies and skills through partnerships and/or acquisition Strengthen software capabilities to exploit growth of Cloud based IP technologies and enhanced content delivery such as content tagging 6

7 Strategy for surveillance market The surveillance market represents ~20% of Group revenues Core competence in solutions for digital wireless surveillance over microwave and satellite, SD and HD; for law enforcement agencies, first responders and public safety; specialists in airborne applications Market synergy Broadcast & Surveillance addressable markets will expand with new WiFi & 3/4G products and mesh network applications Mix of fit-for-purpose solutions from high-end, high quality to commoditised products for the growing semi-professional market Strategy Strengthen existing routes to market through partnerships To leverage our technologies into the surveillance markets beyond our existing Law Enforcement and Public Safety Markets Further develop identified applications in Mining, Oil & Gas and utility markets providing incremental/recurring revenue opportunities 7

8 Opportunities Technology Skills to grow Strengths Growth Markets Core Markets Strategy at a glance Broadcast Video Surveillance Strategy for Growth North America Western Europe Middle East Airborne Down Links Command Control US LEPS Maintain market leadership Maintain technology leadership Expand target markets with lower cost solutions China South America Asia Eastern Europe UAV / UGV Covert / Overt Strengthen route to market through redirected investment and key relationships and partnerships Video over Microwave and Satcom, Low Delay, HD Encoding/Decoding, FPGA programming IP transport, software interfaces, API, Cellular Technologies Wireless RF Video collections solutions IT skills; IP solutions Mesh Networks / WANs Continued investment in R&D to maintain our position in market leading technology Recruitment/investment in staff M&A and/or Technology Partnerships Managed Services Lower Cost Solutions Pro-sumer Mining Other Industrial Verticals Wide Area Networks Progress existing relationships Develop key account management and technology partners Develop OEM arrangements to widen distribution at lower-end of market 8

9 Road map for transition 2011: Restructuring and cost reduction with margin improvements Improve service & support Return to quarterly profits Acquisition of Gigawave 2012: Profitable organic growth through focus on specific geographic regions Bolt on acquisitions & partnerships to expand vertical exploitation of technology 2013: Exploitation of partnerships Pro-sumer products launched Win & develop first major managed services deal Maintain focus on Organic growth 9

10 Summary New & enhanced routes to both broadcast and surveillance markets; opportunities for recurring revenues Adjacent Surveillance Market - Law Enforcement - Mining - Public Safety Improved Service & Support Broadcast Managed Service Propositions Technology Platforms New Technologies, Skills and Products 10

11 Trading update Vislink has consistently won the loyalty of its customers through the innovative ways in which we meet the demands for high quality, reliable video for live broadcasts 11

12 Vislink today: Revenue profile Revenue by destination 2010 Revenue by market 2010 Middle East & Africa 4.2m Asia 5.9m UK & Europe 9.1m Surveillance 6.5m South America 4.1m North America 19.8m Broadcast 36.6m 12

13 Trading update Trading is in line with management expectations Q3 orders received 14.3m (2010: 13.0m); year to date 39.5m (2010: 33.1m) Underlying 1 orders received year to date up 9.4% to 36.2m Q3 revenue 14.8m (2010: 11.9m); year to date 34.9m (2010: 31.8m) Underlying 1 revenue year to date up 0.2% to 31.8m Order book end of Q3 15.0m (30 December 2010: 6.6m) Q3 unaudited adjusted 2 operating profit 0.6m Unaudited adjusted 2 operating loss year to date 1.3m (2010: loss of 6.7m) Net cash 8.2m at 30 September 2011 (30 June 2011: 9.2m) Dividend of 1.4m paid in the quarter Board strengthened with appointment of two industry -expert NEDs 1 Underlying orders received and revenues exclude the contribution from Gigawave Limited, acquired during the year 2 Adjusted operating profit is operating profit before the amortisation of acquired intangibles, goodwill impairment and nonrecurring costs 13

14 Investment summary & outlook Trend of earnings improvement has continued; orders received up 9% with increased demand from the Middle East and South America Review of the Group s strategy has resulted in: 1) Clear focus on exploiting continued growth of video content contribution in both our traditional broadcast market and new vertical sectors in the surveillance market 2) Confirmed intent to build recurring revenues through creation of software and services offerings 3) A financial goal of profitable growth to 80m of annualised revenues within 3 years (2010: 43.1m) with a 10% operating profit margin A debt free business with 8.2m of net cash, market leading technology and a clear strategy to create shareholder value 14

15 Part 2: Vislink Today - Operations and market place Viewers demand high production values 15

16 Vislink today: Overview Vislink plc Strong Regional Management UK & Rest of World The Americas Established Brands Advent Gigawave Link MRC PMR WTS World Class Products Satellite Uplinks Microwave & on Microwave board & on board Wireless Camera Systems Microwave Radio Links Microwave for surveillance Technical Services Global Markets Broadcast Video Surveillance 16

17 Vislink today: Our markets Broadcast Key relationships with worldwide major broadcasters and outside broadcast service providers Sky, BBC, SIS ABC, NBC, Disney Global distribution Sales offices in UK, USA, Dubai, Singapore Most comprehensive product range in the industry Implementation of 3G/4G, WiFi and IP applications extend our offering Video Surveillance Customers with wireless video collection requirements in Law Enforcement and Public Safety (LEPS): Police Government Security Agencies First responders Potential to expand into industrial verticals e.g. mining for safety Kamelyon: key product range developed for world wide security markets Implementation of 3G/4G, WiFi and IP applications extend our offering Services WTS, based in California & Florida, provides planning, design, integration and maintenance services 17

18 Vislink today: Core competency & capabilities Key relationships with worldwide major broadcasters and outside broadcast service providers Established global sales & reseller network for the broadcast industry Class leading satellite, microwave and wireless camera products Include enhanced proprietary technology High reliability for mission critical delivery of video and associated data Proven experience in miniaturisation and ruggedisation for challenging environments Proven experience in custom engineering for special projects/solutions Ability to leverage technology platforms for market synergies Video contribution components and products with proven suitability to other vertical markets that require video surveillance; Law enforcement, public safety Mining, utilities 18

19 Satellite applications 19

20 Microwave applications 20

21 Broadcast Customers 21

22 Vislink in broadcast Broadcasters and media companies are highly motivated to invest by major events 22

23 Broadcast: Addressable market Vislink operates in the Media Contribution side of the market the acquisition of video content and its transfer from the field to the studio Media Contribution comprises of services ranging from those supplied by Vislink to outside broadcast equipment and Telco circuits. Vislink solutions and products are used typically used for Breaking news; live events; sports Field production; anytime/anywhere coverage Market size: 232m (source K4One) Market growth 4% (source K4One) Emerging market growth of 12% (source K4One) Vislink core value: The collection and delivery of high quality video and associated data from the field to the point of usage 23

24 Growth Growth Market size and growth (source K4one) 30% 25% 20% 15% 10% China 10.0m Middle East 6.7m Latin America 9.2m India 3.1m E.Europe 17.5m 2011 Global Market 232m Vislink has circa 20% of global market for contribution technologies Vislink has the widest product portfolio; number 1 in a fragmented market 5% ROW 12.4m USA 89.8m Europe 63,8m Japan 20.2m 0% % 2015 Global Market 273m -5% Number of Broadcasters 25% 23.6m 6.5m Market growth expected to be 4% but certain markets have accelerated growth characteristics China Brazil/Venezuela/Mexico Eastern Europe India 20% Latin America 11.2m 15% Middle East 9.5m E.Europe 10% 23.9m ROW 15.6m 92.6m 5% 21.8m 69.0m 0% % Number of Broadcasters 24

25 Broadcast: Customer dynamic Customers are large, tier 1 broadcasters and media companies Traditionally purchased high quality mission critical equipment High-touch sales and support model Smaller, regional broadcasters and media companies Non-traditional broadcasters: higher-education, corporate, internet broadcasting Seeks lower cost/ commoditised solutions Addressed through lowertouch sales model High End (Vislink today) Mid-Low End Professionals (Vislink developing opportunity) Need high-end solutions coupled with lower-cost devices blended with satellite, microwave, 3G/4G; WiFi Growing with increasing demand for content contribution at lower cost of delivery 25

26 Broadcast market drivers Mature markets: Largest investment in high-end products (USA, W.Europe, Japan) Technology leaders; viewers demand high production value Quick to invest in new technology (digital, HD, spectrum changes) and by innovations that reduce cost or add a more engaging experience for the viewer (e.g. wireless cameras) Events: Broadcasters and media companies are highly motivated to invest by major events (Olympics, football world cup, elections, natural disasters, international conflicts) Exceptional State Funding: Mineral rich states and/or those with an autocratic/single political party tend to spend heavily in order to get their message across Emerging market trends: GDP per capita correlates with TV ownership, increased TV viewing time and drives quality of TV demanded; creating opportunity for advertising revenues Leads to proliferation of broadcasters and content providers Video content and demand growing through mobile and web devices (video-tagging) 26

27 Broadcast: Opportunities HD transition: only 30% of global broadcasters transitioned to HD IP (file based) video contribution solutions Digital switchover and spectrum dynamics Whilst much of the world has decided upon standards and implemented digital switchover, not everyone has. Opportunities still exist to sell equipment to countries preparing for spectrum relocation (e.g. Australia) and those that have not yet switched to digital (principally in Africa and Central Asia) 27

28 Broadcast: Survey of industry leaders (Source: Media Asset Capital) News Contribution: Reliance on different contribution technologies (1=not at all reliant, 5=Highly reliant) Perceived problems in using the Internet for contributions Sport & cultural events: 84% see their use of IP over Internet increasing, BUT only 15% say current offerings meet their needs; 85% say they don t Latency and lack of QoS are the main reservations we have RTL Live high-end HD is still a big problem ABC/OBS 28

29 Broadcast : No infrastructure? Broadcasters are still highly reliant on satellite contribution technologies 29

30 Broadcast: Media contribution trends Technology trends lead to growth opportunities Broadcasters have invested in high-end infrastructure (satellite & microwave) to bring contribution to the studio. Vislink leads this technology market Development of 3G/4G and WiFi infrastructure leads to growth opportunities Low cost wireless camera products provide connectivity for growing markets such as citizen journalism, internet news & other niche broadcasting requirements Broadcasters will maintain their current infrastructure; future expansion will take advantage of 3G/4G and WiFi infrastructure Vislink opportunity Increased demand for city centre cellular diversity receive sites (Vislink is the market leader for these solutions) Gateway solutions that incorporate IP transport via 3G/4G and WiFi Growing market for lower cost wireless camera products 30

31 Wireless Camera Market How the market will be augmented by IP transport devices, for example wireless camera gateways High End The space where Vislink current solutions exist. Broadcasters looking to augment high end services with lower cost devices Mid-Low End Professionals Growing demand for devices required by emerging broadcasters being addressed by Vislink Production Companies, Freelancers, Prosumers Consumers Eventually consumer product is realised with technology built into cameras that stream data to a cloud service.

32 Broadcast: Wireless camera onboard expertise 32

33 Broadcast: Strategy Markets and customers Maintain strong market position in major markets (USA, Europe) Increase market share in emerging markets Improve key account relationships with broadcast leaders Continue to improve service and support and develop revenue opportunities Continue move towards market focussed solution selling To exploit our on board project skills into wider applications for sport and event broadcasting Products and solutions Continue with development of gateway products (edge devices) to take advantage of 3G/4G and WiFi wireless infrastructure Develop lower cost solutions for growing markets e.g. citizen journalism, internet news & other niche broadcasting from existing platforms 33

34 Video Surveillance 34

35 Video Surveillance: Addressable market Airborne down links Mobile command centres Market leading technology developed for market; HD enabled Established customer base in law enforcement/public safety in North America Key accounts in RoW 70% of our Surveillance revenue Covert & overt UAV UGV Portable/mobile satcoms Wide area surveillance Market leading technology for specialist applications Key accounts and opportunistic sales Focus on channel and partner development Satcoms: opportunistic sales; needs channel development WAN: ongoing investment in product; focus on channel development Management estimate microwave and Satcom addressable markets to be > 100m each 35

36 Video Surveillance: Market opportunities LEPS market is in transition Mixture of private and public infrastructure technologies Increased demand for IP transport solutions Requirement for operational synergy between collection technologies Trend toward marketing to IT and security professionals Market synergy Broadcast & Surveillance addressable markets will expand with new WiFi & 3/4G products and mesh network applications High-quality and lower cost video collection solutions are required in both markets New market opportunities with non-traditional transmission methods will flow from existing market synergies between broadcast and surveillance Non-professional sports at all levels (school, college/university, private clubs) Internet news organizations Film production Industrial verticals (e.g. mining, energy, water) 36

37 Video surveillance: Market strategy North America: Build on strong market position with agencies for airborne downlinks and command/control solutions Develop opportunities in the UAV/UGV market Develop other vertical markets in particular mining surveillance where we already have had a break through Continue to build relationships with Tier 1 partners Rest of world Maintain existing direct relationships Continue to build relationships with Tier 1 partners and offer OEM products for integration into larger solutions 37

38 Part 3: Group summary 38

39 Strategy for profitable growth To exploit the demand for video contribution in our chosen markets To play to the strengths of our brands To maintain our investment in core platform development To extend our skills and product portfolio in IT based technologies WiFi, IP transport and 3G/4G infrastructures technologies To exploit our on board project skills into wider applications for sport and event broadcasting and managed services To develop partnerships to exploit synergies in vertical markets To develop technology partnerships to increase addressable markets Creation of a software and services culture within the Group allowing us to build recurring revenues into our business model 39

40 Road map for transition 2011: Restructuring and cost reduction with margin improvements Improve service & support Return to quarterly profits Acquisition of Gigawave 2012: Profitable organic growth through focus on specific geographic regions Bolt on acquisitions & partnerships to expand vertical exploitation of technology 2013: Exploitation of partnerships Pro-sumer products launched Win & develop first major managed services deal Maintain focus on Organic growth 40

41 Summary New & enhanced routes to both broadcast and surveillance markets; opportunities for recurring revenues Adjacent Surveillance Market - Law Enforcement - Mining - Public Safety Improved Service & Support Broadcast Managed Service Propositions Technology Platforms New Technologies, Skills and Products 41

42 Group financial goals Profitable growth to revenue of 80m in 3 years Organic growth 10-15% pa Bolt on acquisitions in services and IP/software technologies Minimum 10% operating profit margin 1 To be cash generative 1 before amortisation of acquired intangibles, goodwill impairment and non-recurring costs Q&A 42

43 Important notice This presentation is being made only to, and is only directed at, persons to whom such presentations may lawfully be communicated ( relevant persons ). Any person who is not a relevant person should not act or rely on this presentation or any of its contents. Information in the following presentation relating to the price at which relevant investments have been bought or sold in the past or the yield on such investments cannot be relied upon as a guide to the future performance of such investments. The release, publication or distribution of these presentations in certain jurisdictions may be restricted by law, and therefore persons in such jurisdictions into which these presentations are released, published or distributed should inform themselves about, and observe, such restrictions. No reliance may be placed for any purpose whatsoever on the information contained in this document or on assumptions made as to its completeness. No representation or warranty, express or implied, is given by the Company, its subsidiaries or any of their respective advisers, officers, employees or agents, as to the accuracy of the information or opinions contained in this document and no liability is accepted for any such information or opinions or for any loss howsoever arising, directly or indirectly, from any use of this presentation or its contents. In the United Kingdom, this presentation is only being distributed to persons who are reasonably believed to be persons who fall within Article 19 of The Financial Services and Markets Act 2000 (Financial Promotion) Order 2001 or to other persons to whom this presentation may otherwise be lawfully distributed. To the extent not already in the public domain, the contents of this presentation are to be kept confidential and must not be copied or distributed by recipients. The distribution of this document in other jurisdictions may be restricted by law and persons into whose possession this document comes should inform themselves about, and observe, any such restrictions. The information and opinions contained in this presentation are provided as at the date of this presentation and are subject to change without notice. By attending the presentation you agree to be bound by the foregoing limitations. This presentation and the associated slides and discussion contain forward-looking statements. Forward-looking statements by their nature involve risks and uncertainties because they relate to events and depend on circumstances that will or may occur in the future. Actual results may differ from those expressed in these statements depending on a variety of factors including the following: demand and pricing, operational problems, general economic conditions, changes in laws and regulations, exchange rate fluctuations, development and use of new technology, changes in public expectations, successful commercial relationships, the actions of competitors, natural disasters, other changes in business conditions and other factors discussed elsewhere in this presentation. 43

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