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RELM Wireless Corporation
7100 Technology Drive
West Melbourne, FL 32904
321.984.1414
www.relm.com


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OCTOBER / NOVEMBER 2009
We believe that RELM Wireless Corporation (“RELM”, “RWC” or “the Company”) represents an attractive opportunity for investors to participate in the long-term growth of a 60-year-old company that is poised to significantly increase its share of the $5 billion two-way land mobile radio (“LMR”) market. RELM has the potential to address large market opportunities as federal, state and local government and public safety agencies (1) migrate from analog to digital technology, (2) seek to comply with post-9/11 federal government initiatives for communications interoperability among first responders and other agencies, and (3) try to cope with tight budgets in a weak economic environment. As one of the most cost-effective manufacturers in the LMR market, RELM generates among the highest gross profit margins in the industry and is able to sell its feature-rich digital radios to public safety and law enforcement agencies, the military, and commercial/industrial customers at prices substantially below those of the market leader. Although RELM was unprofitable during 2008, we believe the Company is well-positioned to increase its sales and earnings significantly over the next several years as it (1) leverages the potential of its latest-generation products to significantly increase its “addressable share” of the LMR market and (2) benefits from expense reductions that have lowered the Company’s profitability threshold. RWC shares have substantially outperformed the market since the publication of our previous Research Profile in late March 2009. We believe this reflects the announcement of several large orders for the Company’s new KNG line of P25 digital radios, along with record sales and earnings that were reported in the second quarter of 2009. However, the stock is still selling 73% below its four-year high of $11.40, and its valuation relative to book value, revenues and potential earnings remains quite modest. With a strong balance sheet and improved prospects for higher sales and profitability as new product lines gain traction in the market, the Company should attract the attention of an expanding investor audience in 2009 and 2010. We believe RWC shares have the potential to significantly outperform the overall stock market over the next 12 to 18 months.


INVESTMENT DATA:


Traded NYSE Amex Symbol "RWC"
Recent Price $3.06 52-Week High: $3.45
Fiscal Year Ends Dec. 31 52-Week Low: $0.41
Shares Outstanding 13,410,871 Beneficial Insider Ownership 20%
Est. Float (shs) 11,700,000 Institutional Ownership 16%
Total Mkt. Value $41.0 Mil. Avg. Daily Volume (shs.) 83,000
Book Value Per Share $2.04 Price/Book Value 1.5X
Trailing 12-Mo. Diluted EPS $0.08
Trailing 12-Mo. Revenue $23.2 Mil. Price/Revenues 1.8X.

CONDENSED BALANCE SHEET* (Unaudited)


June 30, 2009
($000)
Current Assets 19,412* Current Liabilities $3,636
Property & Equipment, net 1,490  Long-term Debt $500
Deferred Tax Assets 7,638 
Software & Other Assets 2,958  Shareholders’ Equity 27,362
TOTAL $31,498  TOTAL $31,498

* Includes $5.2 million in cash and cash equivalents.

INVESTMENT HIGHLIGHTS:


    % We believe RELM Wireless is positioned to capitalize upon a large market opportunity due to the ongoing migration from analog to digital technology in the $5 billion North American land mobile radio (“LMR”) market. Digital radios generate significantly higher gross profit margins than analog products.

    % During the past year, the Company has been introducing its next-generation KNG series of feature-rich, high-performance, price-competitive, small digital radios that are compliant with the APCO Project 25 (P25) standard. The new KNG radio series will significantly expand the number of federal, state and local government agencies (e.g., Department of Homeland Security, Department of Defense, forestry, police, fire, EMS) that RELM can target with its products.

    % RELM Wireless, which currently commands less than a 1% share of the $5 billion North American LMR market, produces high-performance radios that are priced significantly below the product prices of the industry leader. This should provide compelling value to government agencies operating under tight budget restrictions during the current recessionary economic environment.

    % While RELM accomplished a dramatic earnings turnaround during the first half of the current decade, profitability suffered in 2008 due to (1) reduced government agency spending on radios and other equipment, and (2) costs associated with the development of a new line of P25-compliant products. We believe unanticipated delays in the introduction of RELM’s new products also had a negative impact on new orders during 2008. The Company has now introduced the first four radio models in its expanding BK Radio high-performance KNG P25 digital product line, with additional radios, trunking capabilities and supporting products to follow in the next few months. These new products should significantly expand RELM’s “addressable” share of the LMR market.
    % The Company has significantly reduced corporate overhead and other expenses in recent months, thereby lowering its annualized “breakeven” revenue level to an estimated $20 million.

    % Recently announced purchases of the new KNG series of radios by the Department of Defense and Department of Interior suggest that the Company’s new products are beginning to gain traction in the marketplace.  The waterproof, small, feature-rich KNG radios are priced significantly below the products sold by the leader in the Land Mobile Radio market, and we believe this represents a significant potential competitive advantage for RELM in the current environment of shrinking tax revenues and tight budgets among public safety and other agencies at the federal, state and local government levels.

    % RELM reported significant improvements in sales and profitability during the second quarter of 2009, suggesting that its new line of KNG P25 digital radios is beginning to gain traction among both new and legacy customers, particularly at the federal government level. Net sales increased 57% to a record $9.9 million relative to $6.3 million in the prior-year quarter, and sales were up 148% when compared with the first quarter of 2009. The Company reported net earnings of $1,954,000, or $0.15 per diluted share, in the three months ended June 30, 2009, versus a prior-year net loss of ($259,000), or ($0.02) per share.
    % During the four years ended 12/31/07, RELM generated EBITDA margins averaging 16.2% of sales, without leveraging its balance sheet at all. The Company earned $0.24 per diluted share in 2006 and $0.13 in 2007. Although RWC was unprofitable in 2008, we believe EPS could recover to over $0.30 (annualized) within the next 12-18 months as new products gain traction in the marketplace. If such operating performance is realized, a multiple of only 15X-18X earnings should support a stock price 50%-80% or more above current levels.
Company Background

RELM Wireless Corporation, which is traded on the NYSE Amex Stock Exchange under the symbol “RWC” and headquartered in West Melbourne, Florida, has been in business for more than 60 years. RELM is one of many companies in the Land Mobile Radio (LMR) industry, which represents a $5 billion market in North America. The Company designs, manufactures, and markets wireless communications products consisting of two-way land mobile radios, repeaters, base stations, and related components and subsystems.

Two-way land mobile radios can be units that are hand-held (portable) or installed in vehicles (mobile). Repeaters expand the range of two-way land mobile radios, enabling them to operate over a wider area. Base station components and subsystems are installed at radio transmitter sites to improve performance by enhancing the signal and reducing or eliminating signal interference and enabling the use of one antenna for both transmission and reception.

RELM employs both analog and digital technologies in its products. Its digital technology is compliant with the Project 25 standard of the Association of Public Communications Officials (APCO Project 25 or P25) and meets the requirements of the Department of Homeland Security, Department of Defense and other federal agency directives requiring interoperability of communications among first responders, law enforcement, and other public safety agencies.
The Company offers products under two primary brand names:

BK Radio products consist of high-specification land-mobile radio equipment that is used by professional radio operators, primarily in government and public safety applications. The BK Radio line has the most extensive features/capabilities and includes the Company’s P25-compliant digital products. During the past few months, the first four products in the Company’s new line of high performance, feature-rich BK Radio KNG P25 digital radios have been released for sale. We believe this new product line will expand the Company’s annual “addressable market” by as much as $3 billion by opening the door to major metropolitan law enforcement agencies, large fire departments, and an expanding number of federal government agencies and military departments.

RELM-branded products provide basic, inexpensive, yet feature-rich and reliable two-way communications for commercial and industrial users, such as hotels, construction firms, schools, and taxicab/limousine companies. Typical users are not radio professionals and require easy, fast, inexpensive communication among a defined group of users.

This broad line of products provides superior value and performance to a wide array of customers with demanding requirements, including emergency (e.g., fire and EMS departments), public safety (e.g., forestry, police) and military customers; other federal, state and local government agencies; and commercial, industrial and institutional organizations. RELM’s products excel in applications involving harsh and hazardous conditions, while delivering high-specification performance, durability and reliability at a low cost relative to competitive offerings.

RELM Wireless, one of the most cost-efficient manufacturers in the LMR industry, effectively leverages outside contract manufacturing relationships and internal resources for the production of its radios and product components. The utilization of experienced, high-quality contract manufacturers provides greater production specialization and expertise, higher levels of flexibility and responsiveness, and faster delivery of product, while allowing the Company to focus on its core technological competencies of product design and development. RELM has also designed its next-generation products on a common platform, thereby improving operational efficiencies and reducing inventory requirements.
The success of this business strategy, which was implemented by RELM’s current management team several years ago, resulted in a dramatic earnings turnaround at the Company during the years 2003 through 2007. RELM’s operating income improved to $6.4 million in 2006 from an operating loss of $3.3 million in 2002. Even more impressive was the improvement in gross profit margins during the past decade, from 14.0% in 1997 to 53.9% in 2006 (gross margins were 51.2% in 2007 and 47.3% in 2008). We believe RELM’s gross margins are likely the highest in the LMR industry, which is quite an achievement for a company that prices its products below most of its competition and as much as 50% below the market leader.

The Opportunity


We believe RELM Wireless Corporation has the potential to grow its annual sales and earnings at an impressive rate over the next several years, due primarily to several trends that are impacting the LMR industry. Investors should keep in mind that the Company’s quarterly financial results are quite unpredictable due to the fact that the majority of its sales are to government agencies that operate on differing fiscal years and under budget constraints wherein land mobile radio purchases must compete with other agency priorities for funding. As a result, orders and shipments can fluctuate significantly from one quarter to the next. However, the Company’s annualized performance appears well-positioned to benefit from the following trends within the $5 billion North American LMR industry:


    % Migration from analog to digital technology.As in many other industries, a conversion is underway from analog to digital technology in the LMR industry. More specifically, federal, state and local government agencies are primarily purchasing digital radios that are compliant with the APCO Project 25 standard that was established in 1995. This is particularly important for RELM Wireless, because approximately 82% of the Company’s total sales in 2007 were derived from the government and public safety market, where its radios are used by military, fire, rescue, forest service, law enforcement and emergency medical personnel. P25-compliant digital radios are more efficient than analog radios in the way they use available radio spectrum, and they utilize an “open architecture” design, which promotes competition among LMR manufacturers. Because RELM generates substantially higher gross profit margins from its expanding line of P25-compliant radios than from analog products, we believe government agency conversion from analog to digital technology has very positive implications for the Company’s future profitability. With less than 15% of all land mobile radios currently in use being digital in design (see Figure 1), we believe the migration towards digital technology will continue for the next several years and could eventually result in over 50% of new LMR sales being digital. While some business/industrial users will continue to favor analog technology due to its lower cost, we believe most state and federal government agencies will switch to P25 radios as they expand and upgrade their radio networks.
    % Focus on Interoperability of Communications Among First Responders and Other Public Safety Agencies. LMR radios that were manufactured under the old APCO 16 standard, many of which are still used by government agencies, are unable to “talk” to radios that were made by another manufacturer. This was painfully evident during the 9/11 terrorist attacks in 2001 and in the aftermath of Hurricane Katrina in August 2005, when many first responders and disparate public safety agencies were unable to communicate with each other over their portable and mobile radios during times of crisis when thousands of lives were at risk. As a result of these communications failures, and in order to assure the “interoperability” of land mobile radios among first responders and public safety agencies, the Department of Homeland Security (DHS) has effectively mandated that DHS grants for LMR equipment allocated to its sub-agencies be used to purchase only P25-compatible products. In addition, both the Department of Interior (DOI) and the Department of Agriculture (USDA) have adopted the P25 standard, and state/local agencies that rely upon federal funding must purchase P25 radios unless compelling reasons for not using such equipment exist. We believe DHS initiatives will continue to accelerate the adoption of digital P25-compliant technology for many years to come, because there is still a massive installed base of government agency analog radios that will have to be converted to digital. As an example, a report by the Office of the Inspector General (OIG) concluded that 73% of the 4,163 radio system sites used by the Department of Justice are so old that they are no longer supported by the manufacturer.

    % Expansion in “addressable market”. Historically, RELM’s sales potential has been limited by the fact that its digital radios operated only on VHF frequencies, which are used by a limited number of public safety agencies (e.g., state and federal forest services are among the Company’s largest customers). During 2009 and 2010, the Company will introduce 28 new P25 products that we believe will offer very cost-effective LMR solutions to an expanded customer set. These products will include smaller, lighter, high-performance digital radios that are upgradable, immersible and will challenge the market leaders. Management has estimated that its new products will expand the Company’s “addressable market” by up to $3 billion annually by targeting large metropolitan police and fire departments, federal and international defense agencies, and other users of two-way radios that operate on UHF and 700/800 megahertz frequencies.
Summary and Conclusion

RELM has an aggressive new product development program underway to expand its offerings of P25-compliant radios that meet the needs of additional government departments and agencies, thereby expanding the Company’s “addressable” market within the LMR industry. With growing government pressure (including DHS funding requirements) for federal, state and local public safety agencies to upgrade to P25 digital radio equipment, RELM is well-positioned, as a low-cost and very price competitive producer, to expand its sales in the “public” sector of the LMR market.
Based on trailing 12-month sales of $23.2 million, RELM’s share of the $3 billion-plus “addressable market” is less than 1%. Management’s goal is to capture at least 5% of an expanded addressable market within the next several years. Since most of its growth would involve digital products, which generate gross margins of 70%+ (vs. less than 27% for analog products), we would expect annualized earnings to increase at an even faster pace than sales, on average, during the next decade. If the Company were to succeed in achieving its goals, RELM’s sales could exceed $150 million within the next several years, and we believe RWC shares would provide an outstanding return to shareholders during the interim period.

As the Company completes its “roll out” of new products in coming months, we expect sales to strengthen and profitability to improve significantly relative to the downtrends that were evident in 2007 and 2008. Hopefully, we witnessed the beginning of a turnaround in the quarter ended June 30, 2009, when sales rose 56.8% from prior-year levels, and the Company returned to profitability, earning $0.15 per diluted share. With a business model that offers significant operating leverage as sales improve, this should lead to a recovery in profitability during 2009 and in future years, thereby allowing RWC shares to significantly outperform the overall stock market during the upcoming 12-18 months. We consider the stock an attractive investment opportunity at its recent price of $3.06 per share, which is equivalent to 1.5X book value and approximately 10X our estimate of “normalized” EPS of $0.30-plus.
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