Below are a few things that I found especially noteworthy.
KJ: “100%, that we are going to access that larger tier of airline. The contracts we have signed for the Edge, agreed, are with smaller, progressive, creative, and clever airlines. ...FLYHT will be selling to tier one airlines in the near future.”
Q: “...has there been early demand for FLYHT's Edge Plus 5G WQAR replacement of Teledyne 2G, 3G product?”
KJ:
“Absolutely. That demand is what is driving most of the ...interactions and discussions with the larger airlines, the tier 1 airlines. It is that Teledyne replacement, the simple, we call it the five-minute replacement, (that is,) leveraging and using the tray and the installation already in the aircraft. That is very much of interest to airlines as they look to move to a 5G product over the older 2G, 3G, LTE (Teledyne) product.”
KJ: “...the 4MCU version, we keep talking about it being the five-minute installation, and when we start to replace those existing wireless QARs that are already in the field, it's a five-minute installation, right? The entire tray, with all the wire into the tray, is in place on the aircraft. It's a removal of that product and (sliding in) the AFIRS Edge. The green light comes on the product, and the aircraft is back in service.”
AJ: “The Edge product is probably I think about maybe 20% of that backlog now. The remainder being largely the 228 sustaining business together in combination with our weather business and CrossConsense active contracts that they continue to deliver on and then as far as hardware staff composition, I would say my best guess is about 60% of the backlog would be hardware at this point.”
AF: “...our pipeline is looking really healthy. It's just under $80 million right now and there's a lot of Edge product in there. There's a lot of weather opportunities, particularly with four or five governments around the globe. And I would say that there's a healthy mix in tier one airlines versus regional operators and also some potential for follow-on business with (existing AFIRS 228 customers) ...there's a possibility to add an Edge into their suite of products.”
Reprise of the link to the Q3 CC transcript and audio at Seeking Alpha...
https://seekingalpha.com/article/4650451-flyht-aerospace-solutions-ltd-flylf-q3-2023-earnings-call-transcript