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Satellite Communications
Galaxy - The #1 Selling Inmarsat-C
March 1998
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Inmarsat-C
Ubiquitous Mobile Satellite Data Communications
•Two-way messaging–base to mobile–mobile to base–mobile to mobile
•Seamless global ubiquitous coverage
•Satellite redundancy
•Multiple Land Earth Stations (LES)
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TELEX
FAX
PSTN
Mail BoxLES
GPS SatelliteInmarsat Satellite
Inmarsat-C/GPS Communications
X.25Internet
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Inmarsat-C System
AOR-E581
IOR583
AOR-W584
POR582
POR582
Santa PaulaSouthbury
Tangua
Sintra
Arvi
Perth
Singapore
Beijing
Kumsan
BoumehenAta
Thermopylae Fucino
GoonhillyAussaguel
Blaavand
NetherlandsRaisting
Eik
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LES IOR POR AORW AORE LES IOR POR AORW AORE
Australia Korea
Brazil Netherlands
China Norway
Denmark Poland
France Portugal
Germany Saudi Arabia
Greece Singapore
India Thailand
Iran Turkey
Italy UK
Japan USA
Q2 98 Q2 98USA USA
Germany& France
Japan
Netherlands Netherlands
Inmarsat-C Earth Stations
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Inmarsat Status Summary•80 member countries
•4 region global coverage
•4 operational satellites and 1 spare, … all less than 1 year old
•4 back up satellites ~ 6 years old
•45 operating Inmarsat-C earth stations
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Trimble SatCom ProductsStandard-C/GPS for global
communications
•Galaxy marine transceiver
•Galaxy Sentinel system
•Galaxy Courier system
•Galaxy land mobile transceiver
•Galaxy AMSC transceiver
•Galaxy Movisat Datos transceiver
•Sentinel Computer
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Integrated GPSIntegrated GPS Position reporting & trackingPosition reporting & tracking 2-way messaging2-way messaging Broadcast message reception Broadcast message reception Single compact antennaSingle compact antenna
Galaxy Features
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Messaging Mode
Bidirectional Message capabilities
•Binary or ASCII messages
•Global addressing
•PSTN, PSDN, Internet and TELEX networks
•From mobile FAX message delivery
•Remote polling and programming
•Message confirmation upon request
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Data Reporting Mode
Short messages at very low cost
•Over the air polling and programming
•Up to 40 report destinations at multiple LESs
•Up to 8 Data Report interval timers
•Low cost, $0.04 per position report
•PSTN & PSDN Data Report delivery
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Vehicle Tracking Applications
PSTN
LES
X.25Internet
•Fleet Monitoring from central location
•Automatic GPS position reporting
•Programmed or on-demand position reports
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Vehicle Tracking Applications
•Bi-directional communications
•Exception reports, such as out-of-route, exceeding speed limit, etc.
•Benefits:–Improve security–Improve asset management–Better resource planning–Monitor driver compliance
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Fishing Applications
•Fishing features developed for fishery management organizations
•Most fishery features are controlled by over-the-air (OTA) commands
•Extensive Galaxy fishery management installations: USA, Greece, Argentina, Germany, Spain, Australia, New Zealand, UK, Taiwan
•Fishery features also used in other marine and land mobile applications
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Galaxy Fishing Features
•Tamper proof GPS integration
•Comprehensive Data Reporting features– Scheduled position reports– Position report on power up– Position report on power down– Last position report on power up– Antenna blockage position report– Antenna disconnected position report
•Password controlled setup
•Password controls both transceiver and PC
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New ‘98 Fishing Features (V5.1)
•Time & Distance Reporting (TDR) –Sets maximum time between position reports–Sends position report when vessel position changes more than preset distance within specified time under OTA control
•Sleep mode–Vessel crew activated for power conservation–Used in conjunction with TDR
•Position logging –Logs >5,000 positions at OTA specified interval–OTA command to download selected date range
•Vessel crew activated event reporting–Fishing and boundary crossing
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Commercial Shipping
•GMDSS (Global Maritime Distress & Safety System) driving shipping market
•GMDSS requires suite of communications equipment including Inmarsat-C
•Estimated 15,000 ships yet to fit Inmarsat-C
•Many ships require 2 Inmarsat-C systems
•1 February ‘99 installation deadline
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Galaxy Sentinel for GMDSS•Type approved for GMDSS
•Meets latest IMO and Inmarsat requirements
• Integrated Inmarsat-C, GPS and computer
•No PC required
•Pre-installed software, no DOS prompt
•Compact and easy to install
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Galaxy Services
•Service delivered in 24 countries at 62 dealer locations–North America 20–Latin America 2–Europe 30–Asia Pacific 10
•Service dealer recommendations will help us grow our service network
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Galaxy Strengths
•Excellent brand name recognition
•Proven, reliable product
•More than 22,000 Galaxy units delivered
•62 service locations in 24 countries
•GPS synergy
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Inmarsat-C Competition• Consoles offered by Sailor, Furuno & others
• T&T– Low cost, Low power– Solid relationship with biggest GMDSS OEM, Sailor– Strong European distribution
• JRC– Becoming more competitive as ¥¥ weakens– Marine reputation good– Inmarsat-C reputation bad
• Furuno– Trying to make a comeback– Very small market share
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Land Mobile Competition
GSM/SMS– Coverage not
ubiquitous
AMPS– Limited coverage– Coverage not
ubiquitous– High cost position
reports
Qualcomm– Excellent user
applications– Very good reputation– Large steered antenna– High power required– Strongest in US
markets, not much presence in A/P
– Lack of coverage in some areas
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SatCom Market Opportunity
Installed
Remaining
0
10
20
30
40
50
700
800
Units (000)
GMDSS FishLH Trucks
0
10
20
30
40
50
1,200
1,300$ (Millions)
GMDSS FishLH Trucks
300 600
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Inmarsat-C Market Share Galaxy T&TMarine 32% 44%Land 67% 28%Total 35% 32%
Inmarsat commissioning for the 3 month period through February ‘98
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Galaxy Selling Opportunities
•Marine Market– IMO GMDSS legislation– Fishing legislation– Customers want
reliable, low cost, private, textcommunications
•Land Vehicle Market– Fleet management– Security– Driver compliance
To sell SatCom solutions you need:–System Integrators–Service Providers
To sell SatCom solutions you need:–System Integrators–Service Providers
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System Integrators
• Ideal integrator characteristics:–Active in transportation markets–Engineering capability–Produced or contracted base station software
–Produced or contracted mobile terminal and mobile terminal software
•System Integrators provide long term revenue stream
•Finding the right integrator and helping him through the developmental stage requires an investment of time, but the payback can be very substantial
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Inmarsat Service Providers•Service Providers are the LES operators
•You can choose from several providers like the local country LES (if applicable), Singapore Telecom, Telstra (Australia), British Telecom, Comsat (USA), Station 12 (Holland), etc.
• Inmarsat provides software to estimate cost of using Inmarsat-C
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Success Stories
•ControlSat (Brazil)– Provides complete integrated solution and service
– Developed proprietary software & terminal– Brazil is #2 in the world in land Inmarsat installations
• Integrators in Europe– 3 Integrators in Holland using own terminals and software
– Integrator in France, using own software and Epson computer in the truck
•AMSC– Service provider using ‘Inmarsat-like’ system – Use third party software (Navtek & others) and OmniData computer terminal
– 7,500 installations to date
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Customer Benefits
• Ubiquitous coverage
• Proven, reliable equipment
• Easy-to-use interface
• Global network of service providers
• Internet addressing
• New Galaxy fishery features
• Ship on short notice
• Developer tools
• Ubiquitous coverage
• Proven, reliable equipment
• Easy-to-use interface
• Global network of service providers
• Internet addressing
• New Galaxy fishery features
• Ship on short notice
• Developer tools
• Marine Markets:– Low communication costs
– GMDSS compliant– Ideal for fishing applications
• Land– Improve security– Improve asset management
– Better resource planning
– Monitor driver compliance
• Marine Markets:– Low communication costs
– GMDSS compliant– Ideal for fishing applications
• Land– Improve security– Improve asset management
– Better resource planning
– Monitor driver compliance
