Issue:                                                                                                     March 18, 2011 ...
unique customer requirements for waste less energy while switching our UK-based wholly- owned subsidi-non-standard input a...
Mr. Kohn: We meet several times         CEOCFO: In closing, why should po-         well established and recognized bywith ...
Digital Power Corporation   41324 Christy Street Fremont, CA 94538-3158   Phone: 510-657-2635    www.digipwr.com
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Amos\'s interview by CEO/CFO

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Amos\'s interview by CEO/CFO

  1. 1. Issue: March 18, 2011 All rights reserved. ceocfointerviews.comThe Most Powerful Name In Corporate News and Information Digital Power Corporation Develops, Manufacture and Sells Advanced Power Supplies and Power System Solutions for the Most Demanding Applications in the Telecom, Industrial, Medical and Military Markets Technology years experience in convergence United States and international pat- Diversified electronics technology development, business ents. Telecommunication management, corporate operations, Medical products and product management. He has an Company Profile: Military solutions extensive background in diverse in- Headquartered in Fremont, Calif., Power electronics dustries, including telecommunica- Digital Power Corporation tions, cable television, broadband and (NYSE/Amex: DPW) designs, manu- broadcast platform solutions. factures and sells high-grade custom- (NYSE Amex: DPW) ized and off-the-shelf power system His background includes serving as solutions. Its products are in use in Digital Power Corporation the President of TechLead, a com- the most demanding telecom, indus- pany specializing in professional ser- trial, medical and military applica- 41324 Christy Street tions. The efficiency and flexible plat- vices and consulting services to tele- Fremont, CA 94538-3158 forms achieved in its products small communications, cable television, Phone: 510-657-2635 broadcast and wireless industries package sizes emphasize the com- www.digipwr.com (since 2003); Vice President of Busi- panys commitment to a reduced en- ness Development at Scopus Video vironmental footprint. Networks, Inc., a Princeton, New Jer- sey company that develops, markets Interview conducted by: and supports digital video networking Lynn Fosse, Senior Editor products (2006 through 2007); Senior CEOCFOinterviews.com Vice President of Solutions Engineer- ing at ICTV Inc., a leading provider of CEOCFO: Mr. Kohn, how has Digital network-based streaming media tech- Power changed under your leader- nology solutions for digital video and ship? web-driven programming, located in Mr. Kohn: I managed the strategic Los Gatos, California (2003 through realignment of products from standard 2006); Chief Architect at Liberate lines to custom solutions for vertical Technologies, a leading company in markets. Additionally, we transformed the area of developing a full range of our corporate culture from an empha- digital media processing for telecom- sis on products to a focus on product munications and cable television op- solutions. We identified and pene- erators, located in San Carlos, Cali- trated new niche markets, created fornia (2000 through 2003); and Ex- loyalty with new strategic customers ecutive Vice President of Engineering and revitalized existing accounts by and Technology at Golden Channel, providing unique cutting-edge solu- Amos Kohn the largest cable television multiple- tions and immediate support. We also President and CEO systems operator (MSO) in Israel, improved operations and instituted where he had executive responsibility efficient management tools in allBIO: for developing and implementing the functional areas.Amos Kohn has served as a member entire nationwide cable TV systemof the Digital Power board of directors (1989 through 2000). CEOCFO: Would you tell us aboutsince 2003 and was appointed presi- your technology?dent and chief executive officer in Mr. Kohn holds a degree in Electrical Mr. Kohn: We develop products withJune, 2008. Mr. Kohn is a seasoned and Electronics engineering and is extremely flexible architectures, ena-executive manager with more than 20 named as an inventor of several bling rapid modifications to meet
  2. 2. unique customer requirements for waste less energy while switching our UK-based wholly- owned subsidi-non-standard input and output con- power than other market players. In ary, Digital Power Limited. However,figurations. We are a market leader in addition, some of our products are in today’s economy, we are facingdeveloping and supplying high density designed to meet tough specifications more and more market globalization;power systems to meet growing de- that many other power supply compa- for example, we may "design-in" amand for more functionality in smaller nies just cannot support. Some of our product for a U.S. based companypackages. Our high efficiency power competitors that focus on high volume and after it approved by our cus-systems are designed to conserve do not approach the unique opportuni- tomer, we receive production ordersenergy and increase system-level ties for which our technology know- from the customer’s offshore (mainlyreliability. Our innovative designs use how and size provides an advantage. in Asia) contract manufacturing (CM)the most advanced resonant topolo- arm. To fulfill these orders, in manygies and power commercial, medical CEOCFO: Is it all custom solutions or cases we user our own offshore CM toand military applications. Our power is it a combination? drop-ship our products directly to oursystems support a power range of 50 Mr. Kohn: Our products line split as customer’s CMs. This globalizationW to 25 KW. We develop a broad follows: standard (off-the-shelf), modi- means that although we design-in ourrange of rugged military product solu- fied-standard and custom. product for a U.S. company, thetions that can operate and survive in products that we deliver never reachharsh environments and that use spe- CEOCFO: Do you sell directly to your this country. Nevertheless, we con-cific product modifications or full cus- customers or is this through distribu- tinue to use our local resources totom design. These product solutions tors? manufacture products for military ap-are designed to withstand combat Mr. Kohn: We sell through both. We plications, for prototypes, for shortenvironments and support mission sell directly mainly customers for production runs or that require quickcritical operational require- turnaround.ments. We develop, manufacture and sell power sys- tems that feature high-grade, highly-efficient CEOCFO: How has busi-Examples of applications and high-density technologies. We provide ness been over the lastthat use our products in our couple of years and havevarious markets include, in custom power solutions to meet unique re- you seen a change as thethe commercial market, quirements, and provide off-the-shelf and economy seems to be im-routers, servers, fiber optic modified standard products. Our products are proving?networks, scientific equip- used in various applications such as fiber op- Mr. Kohn: 2009 was toughment; in the medical market, tics networks, broadcast and broadband sys- for us. The global recessionimaging, oxygen concentra- affected our business as it tems, surgery room equipment, airborne sys-tors, endoscopy, surgical did many other companies.equipment; and in the mili- tems and many others. We serve multiple mar- Our customers and our raw-tary market, naval, airborne, ket segments, complying with the unique material suppliers scaledland based communication, needs of each market and each customer. down, which affected on ourmissiles. - Amos Kohn business. Because we manufacture products thatCEOCFO: What is the competitive whom we are developing custom are components in a system, we werelandscape; what is the marketplace in products. To some other customers, one cycle behind and did not take ageneral for what you provide? we sell through manufacturing repre- hit until 2009.Mr. Kohn: There are many compa- sentatives and through distributors.nies that provide power systems, and The process of developing full custom Despite the difficulty in 2009, wesome are better known than others. designed product solutions requires moved out back to a growth path inHowever, we are focusing on ad- many direct interactions with the cus- 2010. We took to production in 2010vanced power solutions that use cut- tomer, from qualifying the require- some of the custom design productsting-edge technology implemented in ments and developing prototypes, that we developed in 2009, whichcustom or other solutions. These solu- through qualification, approval and positively affected our revenue. Wetions are based on our high-grade, transition to production. This process also won some higher volume busi-featured-rich products and fit well in might take 12 month or even more to ness that requires our high-grade,niche markets or mission critical ap- complete and requires a tight rela- reach-feature products with some cus-plication. Our strategy is to compete tionship with the customer. We regis- tom modification. Moving to 2011, weon quality features and technology, ter these customers as "house ac- will continue to focus on releasingnot necessarily on high-volume, low- counts." custom design products to production,cost products. CEOCFO: What is your geographic wining new designs and selling more footprint? of our off-the-shelf products.We provide some of the most dense Mr. Kohn: We sell our products glob-and efficient products that are avail- ally. We serve North America through CEOCFO: Do you do much investorable today for commercial applica- our Silicon Valley, CA headquarters. outreach?tions. We generate more power and In Europe, we sell products through
  3. 3. Mr. Kohn: We meet several times CEOCFO: In closing, why should po- well established and recognized bywith different investors and analyst tential investors pay attention to Digi- the market place. The size of theforums and alliances, mainly in NYC. tal Power? company vs. what the companyHowever, we are not currently ac- Mr. Kohn: Investors should pay at- brings might also trigger investors totively engaged with any specific in- tention to Digital Power, because we take a serious look at the company. Itvestment group. In the future, we have innovative power technology, is a mature and well organized com-might take a different direction and robust product solutions and a large pany.we will be happy to discuss the right customer base. The company hasopportunity when it comes. been in the market many years, is
  4. 4. Digital Power Corporation 41324 Christy Street Fremont, CA 94538-3158 Phone: 510-657-2635 www.digipwr.com

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