Outside the U.S., buyers in hot pursuit of night vision goggles.

• Author: Erwin, Sandra I.
• Position: Homeland Security News

Night vision goggle manufacturer Exelis quickly expanded its assembly line in Roanoke, Va., to meet massive Army orders during the buildup to the Iraq and Afghanistan wars. U.S. military demand collapsed in recent years, and the company is now relying on foreign customers to keep its plant in operation.

The good news for Exelis is that the international market wants night vision technology, says David Smith, vice president for business development.

"There is a lot of pent-up demand for night vision devices," he says.

One of the company's most successful products has been the i-Aware goggle that is connected to a tactical radio. "In the international market, customers are integrating radios with goggles so you can move imagery and video," Smith says.

Bob Durbin, senior vice president of strategy and government relations, says Exelis has sold $50 million worth of i-Aware goggles to non-U.S. buyers and has another $50 million in back orders. Its main competitor in the overseas market is France's Photonis.

Smith says it is tough for U.S. companies to compete because exports are more tightly controlled than they are in other countries.

Exelis got into trouble in 2007 when the State Department charged the company with selling sensitive technology to China, Singapore and the United Kingdom without the required export licenses. The firm was banned from the export market until 2010.

It was fined $50 million and agreed to invest another $50 million in U.S. military night vision technology.

Smith says export controls must be in place to protect sensitive U.S. technology. But many of the same night vision systems...