T Satellite Communications Galaxy - The #1 Selling Inmarsat-C March 1998.

transcript

Satellite Communications

Galaxy - The #1 Selling Inmarsat-C

March 1998

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)

Mail BoxLES

GPS SatelliteInmarsat Satellite

Inmarsat-C/GPS Communications

X.25Internet

Inmarsat-C System

AOR-E581

IOR583

AOR-W584

POR582

Santa PaulaSouthbury

Tangua

Sintra

Singapore

Beijing

Kumsan

BoumehenAta

Thermopylae Fucino

GoonhillyAussaguel

Blaavand

NetherlandsRaisting

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

Netherlands Netherlands

Inmarsat-C Earth Stations

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

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

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

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

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

Vehicle Tracking Applications

X.25Internet

•Fleet Monitoring from central location

•Automatic GPS position reporting

•Programmed or on-demand position reports

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

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

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

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

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

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

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

Galaxy Strengths

•Excellent brand name recognition

•Proven, reliable product

•More than 22,000 Galaxy units delivered

•62 service locations in 24 countries

•GPS synergy

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

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

SatCom Market Opportunity

Installed

Remaining

Units (000)

GMDSS FishLH Trucks

1,300$ (Millions)

GMDSS FishLH Trucks

300 600

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

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

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

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

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

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