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Control, instrumentation and signals have nothing to do with power transfer. Depending on the transmission system, power cables can be AC or DC. The preventive removal, inspection, and replacement of aircraft control cables is a controversial subject in many circles due to the cost involved. It is important to understand if the control cable will need to be flexible or if it will be continuously flexed. We take our time to get it just right for our clients so the cable assemblies they receive are exactly what they need and no less. Clients can get unshielded and shielded flexible cable assemblies depending on the needs of the application. A signal cable assembly would include common cable types like coaxial cable assemblies and twisted pairs, as well as fiber optic cables. RD -The challenge with doing our type of business is that we can control costs and product but its very hard in the early days to predict what adoption will be like and therefore what the revenue will be. SI - Will your company pay a dividend from sustainable future profits or reinvest in the business? SI - The sector in which you operate is very competitive and fast developing, why is what you are doing different and if it is will it keep you ahead of the pack?

SI - What percentage of customer churn do you have and is it above or below sector standard? I think this is because accounting is quite sticky once you commit and by the time we count a customer they have trialled the software and running their business on it. The large companies we are targeting on on completely different business models. Smaller companies we track have fairly thin offerings because it take time to write a full accounting package and they have much smaller teams. RD - I’ve done a few angel investments and do have other shares in private companies. As we have strong capital backing we are able to do things properly and take a long term view. RD - I would certainly like Xero to pay dividends eventually but we are still in an investment phase. At the time, after AfterMail, TradeMe and 42 Belowwe believed there was an opportunity to fund a business like this properly. It’s also obvious that a lot of risk has been taken out of the business.

RD - It’s very expensive and is a difficult to do significant SaaS busineses out of cashflow. It’s also crucial to test your system after installation - it’s better to know of any potential issues before they become a big problem to your facility’s safety. Not because we are hiding anything, just that it is really hard to know. You can buy off-the-shelf cable assemblies but these are usually quite simple due to their need to be mass-produced for a limited purpose. Automated system requirements would need flexible control cables that suit different construction and installation scenarios. If you look carefully, you can still see evidence of my failed attempt to solder the original control pad to the Pi's GPIO and that I broke the delicate plastic retaining thingamajig meant to hold a Pi Zero camera in place (No big deal. For example, reporting is still very rudimentary, there is no stock control, the functionality in a number of the modules is quite basic, etc… SI - Do you think the Xero stock price accurately reflects the value of the company at present or do you think there is alot of expectation built into the share price?

Xero as a start up as a public company in NZ was the only way to do it. RD - As we are still in investment phase we are focusing on executing our plan within our cost budgets, recruiting and growing partners (which builds a scalable way to attract customers), customers, revenue. We have been able to raise enough cash, our winning of webby awards last year and this year show we can write world class software, the near 1000 accounting partners show traction in the industry as well as customer and revenue growth. SI - How many customers do you expect to have in five years and an estimate of revenue and profit projections for those customers? RD - The founders, directors and staff have a big stake in the company as you can see in our annual report. SI - How big is your shareholding in Xero and how important to you is it that you and other Xero directors have a financial interest in the company as an added incentive to do better?

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