Perth Presentation, page-21

Dear Fellow Hot AJX Cobbers,

I have transcribed here part of my take on the matters discussed at the Sydney meeting yesterday. I write in the shadow of Inductor's excellent descriptions of the Perth meeting and if any Cobber has not yet read those I can only recommend they do so. The efforts here might be considered a couple of supplementary points. I have not sought to represent it in any way as a transcription of what was said by any participant.

General Purpose Uniform
Because Pine Belt operate in business-to-business markets the company does not have a high profile with the general public and is consequently unfamiliar to most shareholders however it is a major and well established supplier to the DoD and approximately 85% of uniforms supplied to the military, not just army, have gone through Pine Belt. The military are currently working with Pine Belt in the production of the uniforms for the trial. Acceptance following a successful trial would not require a rewriting of specifications for uniforms but would involve the insertion of three lines relating to FR within the specifications of currently supplied uniforms.

The Alexium NF treatment of the Nylon/Cotton cloth used in the uniforms does not effect the ability of the cotton component to absorb moisture.

Specialist FR Uniform
It has previously been indicated that the cloth for the current specialist FR uniform, a very specialised rayon, is sourced from a single European cloth supplier. It is expected that with the acceptance of the Alexium treated uniforms as replacement the current supplier would not seek to continue to offer a competing product.

ICL Relationship
There has been a close and developing relationship between Alexium and ICL for the last five years. ICL manufacture various materials for Alexium and Alexium purchases various ICL products from them. ICL is a major global supplier of phosphorous based chemicals and phosphorous forms a major component of Alexium's FR chemistry and, in turn, provides the advantages concerning toxicity that Alexium FR chemistry represents. ICL markets it's own FR products but sales figures are not available because these figures are grouped within a general 'industrial products' reporting classification. A production and marketing agreement with ICL for Alexium NF provides ICL with the opportunity to expand sales within it's existing customer base because it provides products relevant to other sections of the customers' operations.

With regards the more general use of FR within a greater range of products than those represented by Alexium's current markets the benefit represented by the toxicity aspects of Alexium FR chemistry has not been utilised because of slow legislative change concerning existing FR chemicals. With the size and influence represented by ICL it is considered that a greater pressure for legislative change in this area might be realised resulting in a more ready expansion of FR products and markets for Alexium chemistry.

The point was made that with such an agreement it could be considered that there is a level of interdependence between ICL and Alexium with Alexium representing to ICL a specialist external R&D department that services a significant portion of its operations. Also, that ICL, for various reasons, would probably not consider it in their interests to take over Alexium and also would not want another party take over Alexium.

Alexicool Advantage
The test methodology developed to compare Alexicool with competitor products is used to assess both the rate at which heat is transferred and the total amount of heat transferred. Alexicool has been shown to be superior in both these aspects. In more informal touch tests most people were easily able to identify a greater cooling effect with the Alexicool product.

Technical Interactions With The Market
There is not generally any direct contact between Alexium laboratory staff and customers. The greater part of any technical interaction in the market is currently being handled by Bob Brookins himself. There may be a move towards a project based structure in this regard.

Trust these few extra tidbits may assist Cobber's cognitations.

poorinvestor