David Raun: Yes. So Joe, thanks for this question. It’s a great question. And I understand why you’re asking it. What — I don’t think this is apparent to some people because of that great contrast is that when we launched AI Transportables in 2021, we said we were going after the military and industrial markets. I could even share with you the fact that originally we thought of only doing the military market, because we thought it was the biggest opportunity, but then we said, you know, anything industrial is going to be quicker. So, let’s put the heaviest focus on military, but we’re just not going to be able to talk about it much for a while until things start to develop. Because it just takes longer. So, that’s really what happened.
And we pitched AI Transportables. We were making some progress. The truck guys came alive. We shared that with the marketplace as proof points. And now that we feel good about what’s going on in the military, we feel like we can talk more about that. So, then that brings, okay, where are the trucks? We still believe the trucks are the same place that the last couple calls. And how I communicate that it’s a good business, it ends up being in our top 10 kind of customers. We expect growth out of it. And it is something that at some point in time could be a very strong inflection point on revenue as things go into production. And our intent is to stay in that market and be at production solution. But at the same time, as we’ve said before, we did not want to bet the farm on it because of the higher risk reward aspect of it.
So, it’d be great if it happens. We’re going to try to make it happen. I think we will. But I think the building blocks of the Company as we layer in just dependable businesses that are going to build year after year, high margin, rack and stack them is going to be on the military side. And I believe that will drive a lot of the value of the company in my opinion.
Joe Gomes: Okay, great. Thank you for that. And then, just wanted to clarify. You talked that you are now engaged with 8 of the top 10 largest prime contractors in the military side. You mentioned something about if one of these programs hit, it could be equivalent to the P-8 program, which is let’s call it $30 million over a five-year period. Did I hear that correct? I mean, you are still talking about that same type of timeframe for the revenue?
David Raun: Yes. I really was saying that just one of those primes and some of the stuff because it’s so broad. If we just close what we had, it would be a larger account. So, for example, I think the one I made that comment on, we have more activity today in the short period of time on more programs than we had at our biggest customer. So, it’s just a broader — we are hitting on more cylinders there than we do on our biggest account. But John, I don’t want to mislead anybody. It’s going to take some time to turn that into revenue and everything, but you are going to see some of it in 2023 as they do different funding or they buy a couple of this or whatever at high ASPs. And that’s part of the revenue growth during the year in addition to the clients we already have.
Joe Gomes: Okay. And then, one last one for me. You guys have always stated that the long-term margin objective was in that 35% to 40% range. Given kind of Disguise now falling off and hope for significant growth on the military side, which carries margins up to that 60% level, are you still targeting that 35% to 40% level? Is that something that maybe you will see creep up over time here?
David Raun: We definitely believe it’s very doable. And part of the reason is the OSS classic business today when you remove the media and entertainment is in that kind of range.
