Information on Israels Largest Aerospace Concern Fourth Quarter, 2007 Issue 24

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Israel Aerospace Industries Ltd.

Israel Air Force Commander Maj. Gen. Eliezer Shkedy:

IAI has a Vital Contribution to the Strength of the Israel Air Force and the Security of the State of Israel

Maj. Gen. Shkedy at the control of IAIs Distributed Mission Training (DMT) system

Inside This Edition:

Flight Guard Self-Protection System for Aircraft IAIs Proactive Approach to Customer Service Financial Statements for the First Nine Months of 2007

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www.iai.co.il

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IAIs Net Prot in the First Nine Months of 2007 Totaled $107 Million
An increase of 51 percent compared to the same period in 2006
IAIs rst nine months of 2007
net protincreased51percentto $107 million compared to $71 million in the same period last year. The net prot soared to $36 million in the third quarter of 2007 compared to $23 million in the same period in 2006, an increase of 56 percent. Operating prot increased 170 percent in the third quarter, reaching $62 million (8 percent of the sales) compared to $23 million (3.4 per-

Protability ($M)

Sales to the Military & Commercial Markets ($M)

Yair Shamir

Exports and Sales to the Local Market ($M)

cent of the sales) in the third quarter in 2006. In the third quarter of 2007 sales increased 14 percent to $777 million compared to $681 million in the third quarter of 2006. Accumulated sales for the period increased 20 percent to $2.4 billion compared to $2 billion in 2006. As of 30 September 2007, IAIs backlog reached a record $7.3 billion, of which 83 percent is for export. In the report period, provision for employee retirement totaled $24 million. On releasing the business results, Yair Shamir, IAIs Chairman of the Board of Directors said: The company continues
Cont. on page 3

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IAIs Net Prot

(cont. from page 2)

to show growth in sales and prot, reecting economic strength in both military and commercial markets. The companys operations in the commercial market grew 23 percent compared to the same period last year, and already constitute 40 percent of turnover. The management is continuing its streamlining measures and this is reected in the operating prot, which grew 170 percent compared to the same quarter last year. The backlog amounts to $7.3 billion and represents over two years of work. IAIs President & CEO Itzhak Nissan said: In the rst nine months of 2007 IAI continued its accelerated growth. IAIs

The President of the State of Israel, Shimon Peres, visited Israel Aerospace Industries Group & Subsidiary Elta Systems:

Thanks to IAI, Israel is One of the Most Advanced Technological Leaders in the World
The President of the State of Israel, Mr. Shimon Peres recently
visited Elta Systems, a Group and Subsidiary of IAI. The Presidents entourage toured the facilities and received briengs on IAIs systems and products that provide solutions to the operational needs of the Israel Defense Forces (IDF). Israels President spoke to Eltas employees and managers and said: I was one of the founders of IAI in the past, and today I look at IAI with much pride. Thanks to IAI, Israel is one of the most advanced technological leaders in the world. I do not know of any other company that can provide solutions to the defense and existential needs of Israel as IAI does. I would like for the citizens of Israel to know that we possess amazing technological capabilities, and employees that have reached an unprecedented peak, said Mr. Peres. Itzhak Nissan, IAIs President & CEO and Chairman of Elta Systems Board of Directors said during the visit that: IAIs advanced technological capabilities provide solutions to the operational needs of the IDF in space, air, sea and land. Our products assist the IDF in its war against terror both inside and outside the State of Israel. Nissan told Mr. Peres that: Elta is an international leader in the elds of advanced intelligence and defense systems. In recent years Elta has enjoyed accelerated growth and hires hundreds of engineers every year.

Itzhak Nissan

aggressive marketing policy is implemented in both the international and domestic markets and is reected in the successful nancial results. The backlog increased substantially and reached $7.3 billion, an all-time high. This gure was reached internally without any outside mergers or acquisitions which makes the achievement even more signicant. According to IAIs CFO Menashe Sagiv, third quarter prots are higher this year compared to the same period last year, despite a sharp revaluation in the currency exchange rate, which resulted in high nancing expenses in the quarter.

Israels President Shimon Peres, accompanied by IAIs President & CEO Itzhak Nissan, examines IAIs Barak 8 weapon system

Effective January 4, 2008, IAIs U.S. subsidiary will be changing its name from IAI International to IAI North America. IAI North America, headquartered in Arlington, VA., is led by President & CEO, Uzzi Rozzen (Brig. Gen. (Ret.))
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Flight Guard Self-Protection System - The Right Solution to Defend Aircraft Against Missile Attacks
Shoulder-red missiles (MANPAD - Man Portable Air Defense systems) launched by terrorists at aircraft, during take off or landing, continue to pose a real threat to passenger safety. This type of incident occurred several years ago when a missile failed to hit an Israeli passenger aircraft at Mombasa, Kenya. Baruch Reshef - Deputy Director, Group Marketing and Sales Division at Elta Systems, a Group and Subsidiary of IAI, discusses the counterMANPAD market and Flight Guards role in protecting commercial aircraft

Baruch Reshef

What are airlines doing to

protect themselves against MANPAD attacks? Reshef: Since incidents like Mombasa and the attacks on September 11, 2001, airlines have sought ways to protect their passengers against MANPAD threats. At the same time, availability of MANPAD missiles is increasing and their cost is decreasing. A number of commercial airlines, operating in high risk areas, are planning to equip their aircraft with selfprotection suites. IAI/Eltas Flight Guard systems have been already installed, and are operational, on the cargo aircraft and helicopters of many armies operating in war zones and can serve as a solution to above mentioned threats. What systems are available on the market today

to counter the MANPAD threat? Reshef: Neutralizing MANPADs is based on two elements - detection, using either a radar or an electro-optical system, and reaction - either by launching decoy ares that attract the missile because of the heat generated, or using a Directional Infrared Counter Measures (DIRCM) laser which homes in and blinds the eye of the missile launched at the aircraft, disrupting its ight pattern. Eltas cost-effective Flight Guard system is a radar-based system that ejects safe invisible ares to attract the missile to its infrared (IR) source and away from the aircrafts engines. If Flight Guard exists as a cost-effective proven option, why havent airlines all
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around the world installed it to protect their aircraft? Reshef: A number of foreign aviation authorities do not permit are-based selfprotection systems to be installed in aircraft ying into their airports. Their concern is that after the ares are launched, hot remnants might fall to the ground at the airport and ignite a re. To resolve this issue, Israel Military Industries (IMI), a subcontractor of IAI/Elta Systems, developed safe invisible ares, which emit infrared radiation, invisible to the human eye, without leaving traces or remnants. These advanced ares are being offered to potential customers. Another possible reason for the reluctance of airline companies throughout the world to install counter-MANPAD sys-

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FLIGHT GUARD

tems is nancial - companies are waiting for government funds and believe they should not fund the installation of such systems by themselves. Israels airlines have started to install Flight Guard, and we hope that other airline companies will follow. What has Elta done to prove the safety of its radar/arebased solution? Reshef: IAI/Eltas radar/ are-based self-protection system has been successfully deployed on military and VIP aircraft for a number of years without any report on damage caused by approaching threat missiles. On the contrary - it has saved the lives of many pilots. Flight Guard was tested extensively in Israel. In 2005, following successful completion of the tests, including ight and licensing tests, the system was authorized for installation on Israels passenger aircraft by the Israel Civil Aviation Authority (CAA). Have there been any trials to directly compare a radar/ are system with an electrooptical/are system? Reshef: A number of extensive tests and demonstrations have been conducted in front of several customers. The tests compared the performance of a counter-MANPAD protection system using radar-based Missile Approach Warning System (MAWS) and a are dispenser system, versus an electro-optical MAWS and a

are dispenser system. The tests included ring live missiles at each system. The selfprotection systems carrying electro-optical MAWS and ares were hit and destroyed, while the self-protection systems carrying radar-based MAWS and ares passed successfully the tests and remained unharmed. The results speak for themselves. What are the issues with using a DIRCM system? Reshef: The DIRCM uses an electro-optical system to guide it. When aircraft are ying at low altitudes and the system is active close to the ground, any heat generating elements like the roof of a building, a car parked in the sun, or a small re, can cause the system to react to false alarms. Because of the frequent false alarms, the reaction system could be busy with false targets and not be available to respond when a real threat emerges. Bad weather can also disrupt the system, which relies on sighting capabilities. Effectively, this neutralizes system efciency during certain seasons or hours during the day. To resolve these above mentioned issues, several expensive DIRCM systems are required for each aircraft. Is a radar and are-based system the only solution to the MANPAD threat? Reshef: The optimal and most cost-effective solution is a radar-based MAWS and a reaction system dispensing

invisible ares. If the customer insists on other options, a possible solution would be to integrate Flight Guard with the DIRCM. This combination will allow for reliable target identication and verication, using the radar system, which means that there will be almost no false alarms and the radar will activate the reaction only against real threats. What is the price of a Flight Guard counter-MANPAD solution? Reshef: We believe it is crucial to offer the system at a reasonable price, since airlines and governments will want to install counter-MANPAD systems on all or most aircraft. We offer a basic system, including the radar and ares at around $1 million per aircraft. The system with invisible ares costs about the same. This is far less expensive than including a number of DIRCM systems as a reaction system.

Flight Guard Missile Protection system

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IAIs Proactive Approach to Customer Service

IAI has been manufacturing complex aerospace and defense systems for over fty years. Designed to operate in harsh environments, these products are often in use well beyond their planned lifecycles. When every minute of down time is highly signicant, customer service becomes an important parameter
The service and maintenance of aerospace,
sea and land systems throughout their life cycle is challenging. Technologies and materials that were developed for particular products and systems may no longer exist in spite of their continued operation. IAIs policy is to support its customers around the globe and provide product support as long as needed, says Gadi Shechter, Director of Corporate Customer Service at IAIs headquarters. The customer support challenges facing IAI are illustrated by systems such as the Gabriel anti-ship missile system which was developed almost 40 years ago and is still in use by several navies; the Arava aircraft which was developed in the late sixties still ies and was recently spotted in South America; UAVs designed for hundreds of ight hours, operating for thousands of hours; and telecommunication satellites exceeding their predicted lifecycle and continuing to serve millions of customers around the world. To cater for its diversied array of products and customers, IAI has 17 Customer Service Directorates, employing more than 250 specialists, representing every Group and Division of the company. These units service and maintain the thousands of products and systems IAI offers, says Shechter. We view customer service as an integral part of IAI, continues Shechter. We intend to enhance the involvement of our customer service representatives as early as possible, right from the response to Request for Information (RFI) to the customer, through the production phase, and prior to delivering the product to the customer. The customer service team participates in the hand-over process and takes over the responsibility after the warranty period ends, hence emphasizing the importance of the continuation of product support by way of periodical maintenance agreements. Shlomo Shafran, Director of Customer Service and Integrated Logistics Support (ILS) at
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G200 Business Jet

IAIs Malat Division says: When a customer purchases a product they want it operational for as long as possible. IAIs approach is to sign comprehensive service and maintenance agreements with the customer to support their needs beyond the systems predicted lifecycle and warranty periods. This allows IAI to provision services accordingly. IAI offers an Annual Maintenance Contract (AMC) which provides full coverage, stipulates a precise schedule for performing repairs, and provides a Help Desk service to address all service issues. Another option is a Blanket Ordering Agreement (BOA), which species the price of spare parts and repair services. The use of BOA mechanism drastically shortens IAIs response time to customers. Shafran talks about his Directorate: Thirtythree employees work in Malats Customer Service unit. Some work directly with the customers, while others work directly with the maintenance staff. Our Help Desk not only answers technical questions, but also provides real-time responses to operational problems. For example, on one occasion, an overseas operator encountered difculties landing a UAV. He contacted the Help Desk and from thousands of miles away our service person was able to give the operator instructions that allowed the UAV to land safely and without damage. When a customer is in need of service, explains Shafran, we will do everything to
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CUSTOMER SERVICE

remedy the situation whether it is long-distance assistance, supplying a specic part, or immediately dispatching a service person to the customers site. There have been many occasions when IAI personnel were dispatched to remote geographically and politically dangerous areas to render services. After the system is up and running Gadi Shechter Shlomo Shafran Doron Margulies again, we discuss their future needs and sign an agreement that lets us spare parts portion of the deal, in order to ensure provision for their requirements. a seamless operation of the systems purchased. Some customers initially refrain, for their own We invest many resources in our spare parts inreasons, to purchase an ILS or a service package ventory, just as the customer should also invest to the system they have procured. in the possibility that he will need them. Shafran says: IAI has had customers who Timing is critical for spare part provisioning. purchased aircraft but did not buy replacement This applies to both military systems and comparts. When these aircraft needed spare parts, mercial systems such as executive jets. they understood the operational impact caused Doron Margulies, Director of Product Support by not arranging for product support. For this for Business Jet Programs at IAIs Commercial reason, when customers are considering the Aircraft Group (CAG) explains: The key purchase of a product, we strongly recommend reason for purchasing an executive jet is the that they do not forgo the maintenance and

IAIs President & CEO:

We Strive to Give our Customers a Service that Meets and Exceeds their Expectations
The dictionary denition of customer service species a list of activities aimed at increasing customer satisfaction and creating an environment in which the product or service meets customer expectations. In an era where service is no less important than production and marketing, we strive at IAI to give our customers service that meets and exceeds their expectations. IAI operates in a dynamic environment that includes constantly increasing customer demands on the one hand and strong competition on the other. The company is able to maintain its competitive advantage by providing top-quality service, a signicant factor Itzhak Nissan when it comes to developing customer loyalty. Moreover, IAI has a vested interest in ensuring that its products continue to serve customers for many years to come. This is the basis for IAIs commitment to provide continued customer support including maintenance, service and spare parts. In order to provide our customers with top-quality service, we established a Corporate Customer Service Directorate. There are also designated customer service units within the Groups and Divisions of IAI. IAI places special emphasis on selecting its service team to ensure that they are capable of providing a rapid and professional response to our customers even when those customers are very far away. These units have set a new standard for service and the effects of their activities can be seen in frequent customer satisfaction surveys. I encourage our customers to sign service and maintenance contracts to maximize the capabilities of the products they have purchased. Sincerely, Itzhak Nissan President & CEO

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time factor. In business, time is money and deals worth millions of dollars depend on timing. Executive jets allow business people to reach their destinations on time and as fast as possible. IAI is committed to ensuring that every aircraft it produces is always available to its owner. Availability has even more far-reaching consequences when considering executive jets that are leased by the hour. These days fractional ownership of executive jets is increasingly common, explains Margulies. The jet is in the air almost constantly - reliability, quick service and professional maintenance are critical. Everything, even the espresso machine, must work properly. Margulies says clientele for business jets choose an aircraft primarily for reliability as demonstrated by the quality of the aircraft and its service. This, he says, was one of the key reasons for the 2001 cooperation agreement between IAI and Gulfstream Aerospace. The yearly corporate aircraft product support surveys conducted by professional aviation magazines usually rank Gulfstream in rst place. As the manufacturers of the G150 and the G200 which are part of Gulfstreams product line, we are compelled to offer stringent and uncompromising response times. CAGs Business Jet Programs Customer Service Directorate has 20 full-time employees, two of whom are permanently stationed in the U.S. These employees are on call around the clock. The Support Center, which operates two hotlines, is rewarded or ned based on response times, explains Margulies. I am pleased to say that since 2002, we have received rewards

IAIs UAV at a customers site

nearly every quarter for meeting our targets. There have been cases when our employees here in Israel have talked for hours with an overseas customer in order to solve their problems. In one case, in order not to disturb his family, an employee sat in his car for hours at night talking to a customer on his mobile phone. A routine police patrol mistakenly thought he was a car thief Shechter concludes: Customer service at IAI has become an important business area in its own right. Being a leading aerospace industry, IAI has decided to enhance and improve its customer service organization. Much effort is being invested in adopting a proactive approach rather than just reacting to customer needs. In each of IAIs 17 Groups and Divisions, in addition to operating Help Desks, IAI customer support representatives contact the customers on a regular basis and visit routinely to assess the maintenance and specic customer requirements. We will continue to improve our service and support for the benet of our customers and the company.

IAI participated at the 2007 Seoul Air Show in Korea (October 16-21, 2007), and displayed its advanced systems. During the show, IAI and Korean company Firstec signed a Memorandum of Understanding (MoU) for the manufacturing and marketing of UAV systems in Korea. The UAV systems under this MoU include IAIs Bird Eye UAV family (shown above in Firstecs booth), and IAIs I-View Mk50 tactical UAV system
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AMOS 4

IAI will Develop, Manufacture and Launch the AMOS 4 Communications Satellite for Spacecom Ltd
The contract signed is worth a total of $365 million
IAI has signed a $365 million
contract with Space Communication Ltd. (Spacecom) to develop, manufacture and launch the AMOS 4 communications satellite. Under the agreement IAI will deliver AMOS 4 to Spacecom after its placement in its orbital slot, at the third quarter of 2012 and subsequent to the end of the testing phase in orbit. A number of additional subjects referring to the activation of AMOS 4, nancial issues and other subjects were also concluded. The signing of AMOS 4 contract followed the successful launch of the OFEK 7 observation satellite on June 11, 2007. IAIs OFEK family of satellites conducts high resolution observation tasks for national needs. IAIs President & CEO, Itzhak Nissan, said: The AMOS 4 communications satellite contract strengthens IAIs status as a leading satellite manufacturer and as Israels prime space programs contractor. This project will accelerate the development of space technologies at IAI, in Israel and around the world. AMOS 4s launch weight will be approximately 3.4 tons. It will carry a large number of transponders in high power Ka and Ku bands. The satellite will be situated between 64 and 76 degrees east. AMOS 4 will also provide higher quality and wider areas of coverage. Its life cycle is planned to be approximately 12 years. AMOS 4 will be launched into

a geo-stationary orbit different than AMOS 1, 2 and 3 satellites allowing for the provision of service to a wider array of customers including in Asia. Spacecom provides broadcasting and communications services to TV broadcasters and programmers, DBS operators, government organizations, private VSAT

networks and others. The company is publicly traded on the Tel-Aviv stock exchange. Its major shareholders are Eurocom, IAI, General Satellite Services Co. (GSSC) and Mer Services Group. IAI is also the manufacturer of the EROS family of commercial observation satellites.

IAIs President & CEO, Itzhak Nissan: The AMOS 4 communications satellite contract strengthens IAIs status as a leading satellite manufacturer and as Israels prime space programs contractor. This project will accelerate the development of space technologies at IAI, in Israel and around the world
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I s r ael Aerospace Industries Ltd.

Israel Air Force Commander Maj. Gen. Eliezer Shkedy:

IAI has a Vital Contribution to the Strength of the Israel Air Force and the Security of the State of Israel
Israel Aerospace Industries has a vital contribution to the strength of the Israel Air Force and for the security of the State of Israel, said Major General Eliezer Shkedy, Commander of the Israel Air Force (IAF) at a recent visit to IAIs facilities. The IAF commander was hosted by IAIs Chairman of the Board of Directors, Yair Shamir, and by IAIs President & CEO, Itzhak Nissan. Shamir and Nissan presented IAIs activities in the development and supply of advanced technologies, products and services to the IAF. The IAF Commander further said that the improvement in IAIs business results over the last couple of years was noticeable. He pointed out the close cooperation between IAI and the IAF. During the visit, Maj. Gen. Shkedy was shown an advanced interactive tactical Distributed Mission Training system (DMT), developed and manufactured by IAIs Lahav Division. The DMT system consists of a number of simulated combat aircraft cockpits connected by a network, placed in a 360 dome and controlled by a planning and debrieng system, in real time. The new system simulates a realistic battleeld and gives pilots an opportunity to train in real world combat situations against various threats, by operating their sensors and weapons. The DMT allows an unlimited number of pilots to simultaneously train on the ground. The Distributed Mission Operations (DMO) system will soon be connected to real aircraft with an advanced data link (EHUD) system allowing Live Virtual Constructive (LVC) training.

IAI will Invest in New and Modern Buildings

A new satellite research and production facility and a new UAV facility are to be built
new building to house the companys satellite research and production facility and a new main building for the Malat UAV Division. IAIs President & CEO, Itzhak Nissan, explained: The construction of these new buildings to house our space and UAV projects is in keeping with the companys policy of investing in infrastructure and upgrading IAIs Systems Missiles and Space Group new building work environment to comply with high tech industry standards in Israel and worldwide, for the comfort of the companys personnel and its customers. Construction of these buildings will comply with the highest international standards that will be adapted to meet industry requirements, and will include features such as energy-saving air conditioning and control systems, telecommunications infrastructures, and advanced electrical and computer systems, ofces, conference rooms and exhibition halls, auditorium, laboratories and command and control rooms that will be linked on-line to other buildings in the companys facilities. Emphasis will be placed on developing the physical surroundings, gardens and landscaping, and on-site parking area. A convention center will also be Malat UAV Division built adjacent to the space building.
new building

IAI will invest in the construction of a modern

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11

IAI Doubles the Rate of Business Jets Production in Two Years

IAIs Commercial Aircraft Group, which manufactures the G150 and G200 business jets for American company Gulfstream Aerospace, has doubled its production rate in the last two years: from 26 aircraft in 2005 to 57 aircraft in 2007. According to Gulfstream, more than 160 G200 and 25 G150 aircraft are operating internationally. These aircraft are sold by Gulfstream Aerospace. According to a report published by Honeywell, the company predicts that by year 2017, approximately 12,000 business jets of all kinds will be sold, with a total value of $200 billion.

Romanian Minister of Defense:

IAI is One of the Most Important and Impressive Technological Industries in the World
IAI is one of the most important and impressive technological industries in the world. In our visit we had the opportunity to look closely at its advanced and diverse technologies, said Prof. Teodor Melescanu - Romanian Minister of Defense, on his recent visit to IAI. The Minister arrived in Israel heading an ofcial delegation of the Romanian Government. The Minister further said that he anticipates increased levels of cooperation between IAI and Romania. Yair Ramati, IAIs Corporate VP for Marketing presented a number of projects, systems and technologies at IAI, and noted that IAI sells a variety of products to both the military and commercial sectors. Nissim Hadas, IAIs Corporate VP and President of Elta Systems presented the radar, electronic warfare, communications and intelligence systems that Elta develops and manufactures. The Romanian Minister of Defense and his
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Yair Dubester - IAI/Malat Divisions General Manager presents the Heron TP UAV to Romanias Defense Minister

delegation also toured IAIs Malat Division, which manufactures Unmanned Aerial Vehicles (UAVs).
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I s r ael Aerospace Industries Ltd.

IAI Worldwide
ISRAEL
Israel Aerospace Industries Ltd. Ben-Gurion International Airport 70100 ISRAEL Tel: (972)3-935-3343, 935-3000 Fax: (972)3-935-8278 Marketing: E-mail: yramati@iai.co.il Communication: E-mail: hpaz@iai.co.il

EUROPE Belgium
EAT - European Advanced Technologies S.A. Tel: (32)2-5131455 Fax: (32)2-5128279 E-mail: david.harari@iaieurope.com

France

USA

IAI International, Inc. Arlington, VA Tel: (1)703-875-3725 Fax: (1)703-875-3740 E-mail: urozzen@iaidc.com

EAT - European Advanced Technologies S.A. Tel: (33)1-46404747 Fax: (33)1-46404748 E-mail: david.harari@iaieurope.com

Russia

Israel Aerospace Industries Ltd. CIS & Baltics Tel: (7)095-258-2837 Fax: (7)095-258-2838 E-mail: IAI-Ofce@net2.ath.cx

LATIN AMERICA Chile

IAI - Ocina en Chile Tel: (56)2-232-8403 Fax: (56)2-231-6157 E-mail: carlconsultores@vtr.net

ASIA India
Israel Aerospace Industries Ltd. Tel: (91)11-2-614-3103/4 Fax: (91)11-2-614-0177 E-mail: mail@iainewdelhi.com Bangalore Ofce: Tel: (91)80-4-115-1442 Fax: (91)80-4-115-1441 E-mail: mail@iaibangalore.com

Colombia

IAI - Sucursal Colombia Tel: (57)1-635-1218 Fax: (57)1-623-2952 E-mail: iaicolmi@cable.net.co

South Korea

Israel Aerospace Industries Ltd. Tel: (82)2-757-0421 Fax: (82)2-757-0431 E-mail: iaikorea@kornet.net

Thailand

Israel Aerospace Industries Ltd. Tel: 66-2-2535148/9 Fax: 66-2-2535147 Email: iaithai@loxinfo.co.th

AUSTRALIA

Israel Aerospace Industries Ltd. Tel: (61)2-6262-7300 Fax: (61)2-6262-7301 Email: iaia@tpgi.com.au

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