Background: Dr. Pat Farrell began developing an un-cooled ferro-electric infrared camera system for general aviation following the untimely death of his friend and fellow pilot, Dr. Paul Keverline, in an adverse weather flight accident in 2000. Dr. Farrell installed the system, with FAA approval on his own airplane and it is presently installed on about 20 other aircraft in the U.S. After receiving media coverage, received a purchase order from a helicopter operator in Belgium. He had never exported the system and didn’t know what was required. Hank Rudge, of the Warren office of the Gannon SBDC, heard about Pat’s predicament and contacted him offering assistance.
Assistance Required: Initially, the client needed to obtain a controlled item export license to export the system to Belgium and then export the system. Recognizing the potential government applications for the system, Pat needed to establish the company on the Central Contractor Registration database. As Pat continued with development and FAA testing for certification, working capital became an issue. Additionally, Pat required some assistance manning his booth and making introductions at a FAA/NASA sponsored capabilities show.
Assistance Provided: Eszter Muranyi, Gannon SBDC’s international programs consultant, assisted Pat with the export and helped register him on the CCR as the government could be a potential market. Hank Rudge assisted Pat with the development of a business plan, marketing strategy and financial projections to attract investors. Hank also recommended that Pat submit for the Fall Ben Franklin Technology Partners Business Planning contest in an effort to compete for the $25,000 prize. In the interim, Hank attended the FAA/NASA Small Aircraft Transportation Systems “Highways in the Sky” capabilities show in Danville, VA. Hank assisted Pat with marketing the camera system and facilitating introductions to agency officials and other attendees.
Impact/Results: The Gannon University Small Business Development Center effectively assisted this client by obtaining the necessary controlled items export license to prepare the camera system for export, developing a service-disabled woman veteran-owned small business to handle the export and marketing of the systems; the preparing the business plan, marketing strategy and financial projections necessary to attract investor financing; successfully competing for the $25,000 Ben Franklin Technology Partners Business Plan contest; and, registering on the Federal Government’s Central Contractor Registration database. Pat’s export needs spawned the formation of a service-disabled woman veteran-owned small business (Eagle Eye Infrared Systems) able to handle his export and marketing requirements. Attendance at the FAA/NASA Small Aircraft Transportation System “Highways in the Sky” capabilities show, in which the Forward.Vision.™ Infrared Camera System was featured in the pilots tool bag, resulted in Pat meeting FAA officials who could assist with the FAA DO 160 testing necessary to obtain FAA certification so the system could be included in production aircraft.
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