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Technology Stocks : MRV Communications (MRVC) opinions? -- Ignore unavailable to you. Want to Upgrade?


To: signist who wrote (11439)12/9/1998 11:01:00 PM
From: signist  Read Replies (2) | Respond to of 42804
 
anything changed? Part 1




Form S-3/A for MRV COMMUNICATIONS INC filed on Dec 9 1998 3:30PM


AS FILED WITH THE SECURITIES AND EXCHANGE COMMISSION ON DECEMBER 9, 1998
REGISTRATION NO. 333-64017

================================================================================
SECURITIES AND EXCHANGE COMMISSION
WASHINGTON, D.C. 20549
--------------------

PRE-EFFECTIVE AMENDMENT NO. 1
TO

FORM S-3
REGISTRATION STATEMENT
UNDER
THE SECURITIES ACT OF 1933
MRV COMMUNICATIONS, INC.
(EXACT NAME OF REGISTRANT AS SPECIFIED IN ITS CHARTER)

DELAWARE 3577/3674 06-1340090
(STATE OR OTHER JURISDICTION OF (PRIMARY STANDARD INDUSTRIAL (I.R.S. EMPLOYER
INCORPORATION OR ORGANIZATION) CLASSIFICATION CODE NUMBER) IDENTIFICATION NUMBER)

8943 FULLBRIGHT AVENUE
CHATSWORTH, CALIFORNIA 91311
(818) 773-9044
(818) 773-0906 (FAX)
(ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE,
OF REGISTRANT'S PRINCIPAL EXECUTIVE OFFICES)

--------------------

NOAM LOTAN
PRESIDENT AND CHIEF EXECUTIVE OFFICER
8943 FULLBRIGHT AVENUE
CHATSWORTH, CALIFORNIA 91311
(818) 773-9044
(818) 773-0906 (FAX)
(NAME, ADDRESS, INCLUDING ZIP CODE, AND TELEPHONE NUMBER, INCLUDING AREA CODE,
OF AGENT FOR SERVICE)

--------------------

Copies to:

Mark A. Klein, Esq.
Susan B. Kalman, Esq.
Freshman, Marantz, Orlanski,
Cooper & Klein
9100 Wilshire Boulevard, 8-East
Beverly Hills, CA 90212-3480
Telephone: (310) 273-1870
Facsimile: (310) 274-8357

Approximate date of commencement of proposed sale to public: From time
to time after the effective date of this Registration Statement.
If the only securities being registered on this Form are being offered
pursuant to dividend or interest reinvestment plans, please check the following
box. [ ]
If any of the securities being registered on this form are to be offered
on a delayed or continuous basis pursuant to Rule 415 under the Securities Act
of 1933, check the following box. [X]
If this Form is filed to register additional securities for an offering
pursuant to Rule 462(b) under the Securities Act, check the following box and
list the Securities Act registration statement number of earlier effective
registration statement for the same offering. [ ]
If this Form is a post-effective amendment filed pursuant to Rule 462(c)
under the Securities Act under the Securities Act, check the following box and
list the Securities Act registration statement number of the earlier effective
registration statement for the same offering. [ ]
If delivery of the prospectus is expected to be made pursuant to Rule
434, please check the following box. [ ]


-----------------------------

The Registrant hereby amends this registration statement on such date
or dates as may be necessary to delay its effective date until the Registrant
shall file a further amendment which specifically states that this registration
statement shall thereafter become effective in accordance with Section 8(a) of
the Securities Act of 1933, as amended, or until the registration statement
shall become effective on such date as the Commission, acting pursuant to said
Section 8(a), may determine.


INFORMATION CONTAINED HEREIN IS SUBJECT TO COMPLETION OR AMENDMENT. A
REGISTRATION STATEMENT RELATING TO THESE SECURITIES HAS BEEN FILED WITH THE
SECURITIES AND EXCHANGE COMMISSION. THESE SECURITIES MAY NOT BE SOLD NOR MAY
OFFERS TO BUY BE ACCEPTED PRIOR TO THE TIME THE REGISTRATION STATEMENT BECOMES
EFFECTIVE. THIS PROSPECTUS SHALL NOT CONSTITUTE AN OFFER TO SELL OR THE
SOLICITATION OF AN OFFER TO BUY NOR SHALL THERE BE ANY SALE OF THESE SECURITIES
IN ANY STATE IN WHICH SUCH OFFER, SOLICITATION OR SALE WOULD BE UNLAWFUL PRIOR
TO REGISTRATION OR QUALIFICATION UNDER THE SECURITIES LAWS OF ANY SUCH STATE.


SUBJECT TO COMPLETION -- DATED DECEMBER 9, 1998


PROSPECTUS

$100,000,000

MRV COMMUNICATIONS, INC.
5% CONVERTIBLE SUBORDINATED NOTES DUE 2003

This Prospectus relates to the resale from time to time by the holders (the
"Selling Securityholders") of up to $100,000,000 aggregate principal amount of
5% Convertible Subordinated Notes due 2003 (the "Notes") of MRV Communications,
Inc., a Delaware corporation ("MRV" or the "Company"), and the resale of shares
of Common Stock, par value $0.0034 per share (the "Common Stock"), of the
Company issuable upon the conversion thereof (the "Conversion Shares"). The
Notes were originally issued by the Company in a private placement completed on
June 26, 1998 to the Initial Purchasers (as defined). The Notes were resold by
the Initial Purchasers in transactions exempt from registration under the
Securities Act of 1933, as amended (the "Securities Act"), in the United States
to persons reasonably believed to be "qualified institutional buyers" as defined
in Rule 144A under the Securities Act.


The Notes are convertible into shares of Common Stock at any time on or
after September 21, 1998 and prior to the close of business on the maturity
date, unless previously redeemed or repurchased, at a conversion rate of 36.9720
shares of Common Stock per $1,000 principal amount of Notes (equivalent to a
conversion price of $27.0475 per share), subject to adjustment in certain
events. See "Description of the Notes -- Conversion Rights." The Company's
Common Stock is included for quotation in The Nasdaq Stock Market's National
Market (the "Nasdaq National Market") under the symbol "MRVC." On December 8,
1998, the last reported sales price of the Common Stock in the Nasdaq National
Market was $6.50 per share.


Interest on the Notes is payable on June 15 and December 15 of each year,
commencing on December 15, 1998. The Notes may be redeemed at the option of the
Company on and after June 15, 2001 in whole or in part, at the redemption prices
set forth herein, plus accrued interest to the redemption date. See "Description
of the Notes -- Optional Redemption." Upon a Change of Control (as defined),
holders of Notes will have the right, subject to certain conditions, to require
the Company to purchase all or part of their Notes at 100% of the principal
amount thereof, plus accrued interest to the repurchase date. The Notes are not
entitled to the benefits of any sinking fund.

The Notes constitute unsecured obligations of the Company subordinated in
right of payment to all existing and future Senior Debt (as defined) of the
Company and effectively subordinated in right of payment to all indebtedness and
other liabilities of the Company's subsidiaries. As of June 30, 1998, the
Company and its subsidiaries had approximately $2.9 million of long-term debt
and capital lease obligations to which the Notes were subordinated in right of
payment. The Indenture (as defined) will not restrict the Company from incurring
additional Senior Debt or the Company and its subsidiaries from incurring
indebtedness and other liabilities. See "Description of the
Notes -- Subordination."

The Selling Securityholders may offer Notes or Conversion Shares from time
to time to purchasers directly or through underwriters, dealers or agents. Such
Notes or Conversion Shares may be sold at market prices prevailing at the time
of sale or at negotiated prices. Each Selling Securityholder will be responsible
for payment of any and all commissions to brokers, which will be negotiated on
an individual basis.

PRIOR TO THIS OFFERING, THERE HAS BEEN NO PUBLIC MARKET FOR THE NOTES. THE
COMPANY DOES NOT INTEND TO APPLY FOR LISTING OF THE NOTES ON ANY SECURITIES
EXCHANGE OR FOR QUOTATION OF THE NOTES THROUGH ANY AUTOMATED QUOTATION SYSTEM.
PRIOR TO THIS OFFERING, THE NOTES WERE DESIGNATED FOR TRADING ON THE PRIVATE
OFFERING, RESALE AND TRADING THROUGH AUTOMATED LINKAGES ("PORTAL") MARKET. THE
NOTES ARE NOT EXPECTED TO REMAIN ELIGIBLE FOR TRADING ON THE PORTAL MARKET.
THERE CAN BE NO ASSURANCE THAT ANY TRADING MARKET WILL DEVELOP FOR THE NOTES.

The Company will not receive any of the proceeds from the sale of any Notes
or Conversion Shares by the Selling Securityholders. Expenses of preparing and
filing the registration statement to which this Prospectus relates and all post-
effective amendments will be borne by the Company. See "Plan of Distribution"
for a description of the indemnification arrangements between the Company and
the Selling Securityholders.

SEE "RISK FACTORS" BEGINNING ON PAGE 11 FOR A DISCUSSION OF CERTAIN FACTORS
THAT SHOULD BE CONSIDERED BY PROSPECTIVE PURCHASERS OF THE NOTES AND THE COMMON
STOCK OFFERED HEREBY.
THESE SECURITIES HAVE NOT BEEN APPROVED OR DISAPPROVED BY THE SECURITIES AND
EXCHANGE COMMISSION OR ANY STATE SECURITIES COMMISSION NOR HAS THE SECURITIES
AND EXCHANGE COMMISSION OR ANY STATE SECURITIES COMMISSION PASSED UPON THE
ACCURACY OR ADEQUACY OF THIS PROSPECTUS. ANY REPRESENTATION TO THE CONTRARY IS A
CRIMINAL OFFENSE.

THE DATE OF THIS PROSPECTUS IS , 1998

AVAILABLE INFORMATION

The Company is subject to the reporting requirements of the Securities
Exchange Act of 1934, as amended (the "Exchange Act"), and in accordance
therewith, files reports and other information with the Securities and Exchange
Commission (the "Commission"). Such reports, proxy statements and other
information filed by the Company can be inspected and copied at the public
reference facilities maintained by the Commission at the offices of the
Commission at Room 1024, Judiciary Plaza, 450 Fifth Street, N.W., Washington,
D.C. 20549, and at the Commission's regional offices at Northwestern Atrium
Center, 500 West Madison Street, Suite 1400, Chicago, Illinois 60661-2511 and 7
World Trade Center, New York, New York 10048. Copies of such materials can also
be obtained by written request to the Public Reference Section of the Commission
at Judiciary Plaza, 450 Fifth Street, N.W., Washington, D.C. 20549, at
prescribed rates. The Common Stock is quoted on The Nasdaq National Market.
Reports and other information concerning the Company may be inspected at the
National Association of Securities Dealers, Inc. at 1735 K Street, N.W.,
Washington, D.C. 20006.

The Company has filed a Registration Statement under the Securities Act
with the Commission with respect to the Securities offered by this Prospectus.
This Prospectus, which constitutes part of the Registration Statement, omits
certain of the information contained in the Registration Statement and the
exhibits thereto on file with the Commission pursuant to the Securities Act of
1933, as amended (the "Securities Act") and the rules and regulations of the
Commission. Statements contained in this Prospectus such as the contents of any
contract or other document referred to are not necessarily complete and in each
instance reference is made to the copy of such contract or other document filed
as an exhibit to the Registration Statement, each such statement being qualified
in all respects by such reference. A copy of the Registration Statement,
including the exhibits thereto, may be inspected without charge at the
Commission's principal office at 450 Fifth Street, N.W., Judiciary Plaza,
Washington, D.C. 20549, and copies of all or any part thereof may be obtained
from the Commission upon the payment of certain fees prescribed by the
Commission. The Commission also maintains a World Wide Web site that contains
reports, proxy and information statements and other information regarding
registrants, such as the Company, that file electronically with the Commission.
The address of the site is sec.gov.

INCORPORATION OF CERTAIN DOCUMENTS BY REFERENCE

The following documents are incorporated herein by reference:

(1) The Company's Annual Report on Form 10-K for the year ended
December 31, 1997, filed with the Commission on April 15, 1998;


(2) The Company's Quarterly Reports on Form 10-Q for the quarters
ended March 31, 1998, June 30, 1998 and September 30, 1998 filed with the
Commission on May 15, 1998, August 14, 1998 and November 13, 1998,
respectively.


(3) The Company's Current Report on Form 8-K filed with the Commission
on February 13, 1998 as amended by the Company's Current Report on Form
8-K/A filed with the Commission on April 17, 1998.

(4) The description of the Common Stock contained in the Company's
Registration Statement on Form 8-A filed with the Commission on June 8,
1992, as amended by its Form 8-A/A filed with the Commission on February
24, 1994, including any amendment or report filed for the purpose of
updating such description.

All reports and documents filed by the Company subsequent to the date of
this Prospectus pursuant to Sections 13(a), 13(c), 14 or 15(d) of the Exchange
Act and prior to the termination of the offering of the Securities covered by
this Prospectus shall be deemed to be incorporated by reference and to be a part
hereof from the date of filing of such documents.

Any statement contained herein or in a document incorporated by reference
or deemed to be incorporated by reference herein shall be deemed to be modified
or superseded for purposes of this Prospectus to the extent

2

that such statement is modified or replaced by a statement contained in this
Prospectus or in any other subsequently filed document that also is or is deemed
to be incorporated by reference into this Prospectus. Any such statement so
modified or superseded shall not be deemed, except as so modified or replaced,
to constitute a part of this Prospectus.

The Company undertakes to provide without charge to each person to whom a
copy of this Prospectus has been delivered, upon the written or oral request of
any such person to the Company, a copy of any or all of the documents referred
to above that have been or may be incorporated into this Prospectus by
reference, (other than exhibits to such documents, unless such exhibits are
specifically incorporated by reference to such documents). Requests for such
copies should be directed to the Chief Financial Officer at MRV Communications,
Inc., 8943 Fullbright Avenue, Chatsworth, California 91311, or by fax at (818)
773-0906 or by telephone at (818) 773-9044.

3

This Prospectus contains forward-looking statements within the meaning of
Section 27A of the Securities Act and Section 21E of the Exchange Act. Actual
results could differ materially from those projected in the forward-looking
statements as a result of the factors discussed in "Risk Factors" and elsewhere
in this Prospectus.

PROSPECTUS SUMMARY

This summary highlights information contained elsewhere in this Prospectus.
This summary is not complete and may not contain all of the information that you
should consider before investing in the Notes or the Conversion Shares We have
adjusted the information in this Prospectus to reflect a 3-for-2 stock split
effected on March 20, 1996 and a 2-for-1 stock split effected on July 29, 1996.
Unless stated otherwise, we have presented information regarding outstanding
shares of Common Stock assuming that warrants and options to purchase up to
5,756,685 shares of Common Stock outstanding or reserved for future grants at
July 31, 1998 under the Company's Stock Option Plans will not be exercised.
Certain technical terms used relating to the computer networking industry are
defined in the Glossary included at page 78 of this Prospectus.



To: signist who wrote (11439)12/9/1998 11:03:00 PM
From: signist  Respond to of 42804
 
part 2

THE COMPANY

MRV is a leading manufacturer and marketer of optical high-speed networks
that integrate switching, routing, remote access and fiber optic transmission
systems. The Company designs, manufactures and sells two groups of products:

- computer networking products, primarily Ethernet local area network
routing switches, wide area network and remote access devices and

- fiber optic subsystems for the transmission of voice, video and data
across enterprise, telecommunications and cable TV networks.

The Company's advanced networking solutions greatly enhance the
functionality of local area networks, commonly called "LANs," and wide area
networks, commonly called "WANs," by reducing network congestion. At the same
time, these networking solutions allow end users to preserve their legacy
investments in pre-existing networks and provide cost-effective migration paths
to next generation technologies such as Gigabit Ethernet. The Company's fiber
optic subsystems incorporate proprietary technology, which delivers high
performance under demanding environmental conditions.

The Company offers a family of network, switching and related products that
enhance LAN performance and facilitate the migration to next generation
technologies such as Fast Ethernet, Gigabit Ethernet and Asynchronous Transfer
Mode. MRV's MegaSwitch and GigaFrame families of switching products range from
complete switching systems to stackable switches which upgrade performance of
existing LANs by relieving network congestion without requiring replacement of
existing technologies. In addition, the Company offers EdgeBlaster, a new remote
access router that connects enterprise LANs to remote offices and telecommuters
securely through the Internet using virtual private network technology.

Industry analysts estimate that the market for LAN switches will grow
rapidly, from $3.7 billion in 1996 to $10.9 billion by 1999, a compound annual
growth rate of 43.3%. Industry analysts also estimate that the market for
Wavelength Division Muliplexing ("WDM") equipment will grow from $1.0 billion in
1997 to $4.0 billion in 2000, a compounded annual growth rate of 58.7%. Industry
sources published in August 1997 estimated the fiber optics market at $8.6
billion in 1997 and projected its growth to $13.2 billion in 2001, a compound
annual growth rate of 11.3%. MRV has focused on developing technologies in the
most rapidly growing segments of these markets: Ethernet, Fast Ethernet and
Gigabit Ethernet switches, and the access networks and infrastructure segments
of the fiber optic market. The rapid growth of these segments is mainly due to
increased usage and higher bandwidth needs driven by:

- the increased number of users connected to networks,

- the proliferation of the Internet and intranets,

4

- the higher bandwidth applications and multimedia content,

- the lower costs as a result of advances in technology and

- the expansion and upgrade of access networks to provide advanced
communication services such as high-speed Internet access.

MRV believes that its historical growth in revenues and net income over the
last few years is a result of its strategy, which includes

- targeting high potential growth markets in the communications arena,

- bringing state of the art technology early to market,

- capitalizing on its manufacturing expertise and proprietary technologies,

- expanding its worldwide distribution system and

- selectively acquiring complementary businesses.

The Company's ability to bring state of the art technology early to market
has been a critical component of its success. MRV was among the first companies to introduce Fast Ethernet and Gigabit Ethernet switches which increase the
transmission speed of traditional Ethernet LANs from 10 Mbps to 100 Mbps and 100
Mbps to 1,000 Mbps. In June 1996, MRV introduced MegaSwitch II, which the
Company believes was the first dual speed auto-negotiating Ethernet switch with
uplinks to Asynchronous Transfer Mode and Gigabit Ethernet. In July 1996, MRV
started volume shipments of a new bidirectional optical transmission and
reception module for Fiber-to-the-Curb ("FTTC") applications. In November 1996,
MRV's proposal to the IEEE Gigabit Ethernet Alliance ("GEA") for a new Gigabit
technology was accepted. The Company believes this acceptance validates its
technical ability and contributed to the Company's reputation for innovation. In
June 1997, MRV began shipping a series of DirectIP switching products that
provides intranets with cost effective switched networking solutions. In late
1997, MRV introduced the GigaFrame switch, a Gigabit Ethernet switch that
provides transmission over fiber optic cable to a distance of 100 kilometers.

MRV is rapidly expanding its marketing efforts in order to leverage its
research and development and production capabilities. The Company's worldwide
sales and marketing strategy is focused on five channels of distribution:

- the Company's direct sales force;

- original equipment manufacturer sales and partnerships with major
manufacturers such as Fujitsu and Newbridge Networks;

- value added resellers ("VARs") and systems integrators used to target
vertical niches;

- manufacturers' representatives;

- and domestic and international distributors.

5

Recently, MRV has made a series of acquisitions that has expanded its
worldwide distribution capabilities, enhanced its research and development
efforts and broadened its product lines. These acquisitions include:

DATE ACQUISITION EFFECT
---- ----------- ------
May 1995 The Company acquired the assets of
Galcom Networking, Ltd. ("Galcom")
June 1995 and Ace 400 Communications, Ltd. Through the Galcom, Ace and Fibronics
("Ace") for a total of approximately acquisitions MRV added established
$7 million. lines of complementary products, a
research
and development and manufacturing
September 1996 MRV acquired the assets of Elbit facility and European and U.S. sales
Ltd.'s ("Elbit") Fibronics business offices and personnel.
(the "Fibronics Business") for
approximately $22.8 million (the
"Fibronics Acquisition")

January 1998 The Company acquired Xyplex, Inc. The Xyplex Acquisition is enabling
("Xyplex") from Whittaker Corporation MRV to expand its product lines to
("Whittaker") for $35,000,000 plus include products having WAN and
warrants to purchase up to 500,000 remote access capabilities. This
shares of MRV's Common Stock (the product line expansion is permitting
"Xyplex Acquisition"). the Company to offer discrete LAN and
WAN switching products and complete
LAN/WAN end-to-end solutions. The
Xyplex Acquisition also added a
significant customer base,
substantially increased MRV's direct
sales force and extended MRV's
distributor channels and customer
support and service organizations.

In August 1998, MRV announced that it expects operating results in the
third quarter of 1998 to be adversely affected by weaker than anticipated demand
for its networking products and delays in its transitions to next generation,
higher margin, networking products. The Company expects that

- revenue will be down 10% to 15% from second quarter revenue of $65.7
million,

- the gross margin percentage will be down to or slightly below 43% from
the second quarter percentage of 44.1%

- and operating expenses, consisting of selling, general and administrative
expenses and research and development expenses, to be approximately 8% to
10% higher than second quarter total operating expenses of $17.4 million.

The Company currently plans to introduce its next generation networking
products before the end of 1998.

The Company's principal executive offices are located at 8943 Fullbright
Avenue, Chatsworth, California 91311, and its telephone and fax numbers are
(818) 773-9044 and (818) 773-0906.

As used in this Prospectus, "MRV" or the "Company" refers to MRV
Communications, Inc., a Delaware corporation, its predecessor California
corporation and its wholly-owned consolidated subsidiaries, except where the
context otherwise indicates.
---------------

BranchRunner, ControlPoint, DirectIP, EdgeBlaster, Enterprise Hub, FocalPoint,
GigaFrame, GigaHub, LANBus, MAXserver MegaStack, MegaSwitch, MegaVision, MRV
Communications, NBase, Network 9000, RouteRunner, WANscape and West Hills LAN
System and Xyplex are trademarks or trade names of the Company. Trademarks of
other companies are also used in this Prospectus and are the property of their
respective owners.

6

THE OFFERING

SECURITIES OFFERED............ $100,000,000 principal amount of 5% Convertible
Subordinated Notes due 2003 (the "Notes") and
shares of the Company's Common Stock, par value
$0.0034 per share, issuable upon conversion of
the Notes (the "Conversion Shares").

CONVERSION RATE............... 36.9720 shares per $1,000 principal amount of
Notes (equivalent to a conversion price of
$27.0475 per share of Common Stock), subject to
adjustment.

INTEREST PAYMENTS............. Interest on the Notes will be payable on June
15 and December 15 of each year, commencing on
December 15, 1998.

CONVERSION RIGHTS............. The Notes will be convertible into shares of
Common Stock of the Company at any time on or
after the 90th day following the last original
issue date of the Notes and prior to the close
of business on the maturity date, unless
previously redeemed or repurchased, at the
conversion price set forth above. Holders of
Notes called for redemption or repurchase will
be entitled to convert the Notes to and
including, but not after, the close of business
on the date fixed for redemption or repurchase,
as the case may be.

REDEMPTION AT THE OPTION OF
THE COMPANY................... The Notes may be redeemed at the option of the
Company, in whole or in part, on and after June
15, 2001 at the redemption prices set forth
herein plus accrued interest to the redemption
date.

REPURCHASE AT OPTION OF
HOLDERS....................... Upon a Change of Control (as defined), holders
of Notes will have the right, subject to
certain conditions, to require the Company to
purchase all or part of their Notes at 10



To: signist who wrote (11439)12/9/1998 11:27:00 PM
From: signist  Read Replies (2) | Respond to of 42804
 
too much information to post this way.
If anyone would like me to e.mail them a complete copy
let me know .

CUSTOMERS

The Company has sold its products worldwide to over 500 diverse customers
in a wide range of industries, primarily; data communications,
telecommunications and cable TV. The Company anticipates that these customers
will continue to purchase its products in the foreseeable future. No customer
accounted for more than 10% of the Company's revenues in 1995, 1996 or 1997.
Current customers include:

NETWORK SWITCHING

COMPUTERS AND ELECTRONICS
GOVERNMENT AGENCIES
- AMP Incorporated
- Engel GmbH & Co. - General Services Administration
- Fujitsu Ltd. (Japan) - Ministry of Agriculture, Germany
- Intel Corporation - Ministry of Justice, Netherlands
- International Business Machines - Ministry of Social Security (Belgium)
Corporation - MITI (Japan)
- Newbridge Networks - South African Police
- South Hills Electronics - US Coast Guard

BANKING, FINANCE AND INSURANCE DIVERSIFIED AND OTHER
- Bankgarot Sweden - ADP
- Chase Manhattan Bank - Bayer AG
- GE Capital - Eastman Kodak
- HBOC - Tele-Communications, Inc.
- Nationsbank - The Walt Disney Co.

FIBER OPTIC COMPONENTS

DATA COMMUNICATIONS TELECOMMUNICATIONS
- Bay Networks, Inc. - Broadband Network Inc.
- Cabletron - Ciena
- Cisco Systems, Inc. - Crosscom
- Optical Data Systems - Reltec
- Packet Engines - Tellabs
- Xylan - Transcom

VIDEO AND VOICE COMMUNICATIONS INSTRUMENTATION
- Augat Communication Products Inc. - EXFO
- C-COR - GN Nettest
- General Instrument - Noyes Fiber Systems
- Kathrein Werke - 3M
- Texscan - Wandel & Goltermann

MARKETING

The Company markets and sells its products under the NBase Communications,
MRV Communications, West Hills LAN Systems, Xyplex and Xyplex Networks brand
names. Each product line has a dedicated sales and marketing organization. At
December 31, 1997, the Company had 129 employees engaged in marketing and sales
and at June 30, 1998 it had 280 employees so engaged. The Company employs
various methods, such as public relations, advertising, and trade shows to build
awareness of its products. Public relations activities are conducted both
internally and through relationships with outside agencies. Major public
relation activities are focused around new product introductions, corporate
partnerships and other events of interest to the market. The Company supplements
its public relations through media advertising programs and attendance at
various trade shows throughout the year, both in the United States and
internationally.

The Company also establishes working relationships with trade analysts,
testing facilities and high visibility corporate and government accounts. Since
the results obtained by these organizations can often

43

influence customers' purchase decisions, a positive response from these
organizations regarding the Company's technology is important to product
acceptance and purchase. Other activities include attendance at technology
seminars, preparation of competitive analyses, sales training, publication of
technical and educational articles, maintenance of a Web site and direct mailing
of Company literature. The Company also believes that its participation in
high-profile interactive projects such as Bell South's FTTC project
significantly enhances its reputation and name recognition among existing and
potential customers.

SALES, SUPPORT AND DISTRIBUTION

The Company continually seeks to augment and increase its distribution
channels and sales force to accelerate its growth. Products are sold through the
Company's direct sales force, VARs, systems integrators, distributors,
manufacturer's representatives and OEM customers. The Company's sales and
distribution divisions are organized along five primary lines: direct sales,
OEM, domestic and international distributors, VARs and systems integrators and
manufacturer's representatives; and domestic and international distributors.

Direct Sales. The Company employs a worldwide direct sales force primarily
to sell its products to large OEM accounts and to a lesser extent to end users
of the Fibronics product line. MRV believes that a direct sales force can best
serve large customers by allowing salespeople to develop strong, lasting
relationships which can effectively meet the customers' needs. The direct sales
staff is located across the United States, Europe and Israel. The acquisition of
the Fibronics Business more than doubled the Company's sales force from the
period immediately preceding the acquisition and the Xyplex Acquisition has
increased the total sales force again by over 70% from the period immediately
preceding the acquisition. The largest portion of the increase from the Xyplex
Acquisition was to the Company's domestic sales force which increased over 175%
from the level existing immediately preceding the acquisition.

OEM. Each of the Company's OEM partners resells the products under its own
name. The Company believes that the OEM partnerships enhance its ability to sell
its products in significant quantities to large organizations. Since these OEM
partners provide their own technical and sales support to their customers, the
Company is able to focus on other sales channels. The Company customarily enters
into contracts with OEM customers to establish the terms and conditions of sales
made pursuant to orders from OEMs. These OEMs incorporate the Company's product
into systems or subsystems, which are then sold to end users via various
distribution channels. The Company has established OEM relationships in
connection with its switching equipment with leading communications and
networking companies including Newbridge Networks, Fujitsu and Intel. The
Company's fiber optic components are sold only to OEMs.

Domestic and International Distributors. The Company works with both
domestic and international distributors and has recently begun selling products
through Tech Data. Geographic exclusivity is normally not awarded unless the
distributor has exceptional performance. Distributors must successfully complete
the Company's training programs and provide system installation, technical
support, sales support and follow-on service to local customers. Generally,
distributors have agreements with a one year term subject to automatic renewal
unless otherwise canceled by either party. In certain cases with major
distributors, the agreements are terminable on 30 days' notice. The Company uses
stocking distributors, which purchase the Company's product and stock it in
their warehouse for immediate delivery, and non-stocking distributors, which
purchase the Company's product after the receipt of an order. Internationally,
the Company sells through approximately 80 distributors in Asia, Africa, Europe,
Australia, the Middle East, Canada and Latin America.

Value-Added Resellers and Systems Integrators. MRV uses a select group of
VARs and system integrators in the U.S. which are generally selected for their
ability to offer the Company's products in combination with related products and
services, such as system design, integration and support. Such specialization
allows the Company to penetrate targeted vertical markets such as
telecommunications and cable TV. Generally, the Company uses a two-tier
distribution system to reach a broader range of customers, however VARs may
purchase the product directly from the Company if the volume warrants a direct
relationship.

44

Through the Xyplex Acquisition, the Company has added a network of over 300
VARs to its distribution channel. The Company seeks to build dedication and
loyalty from its resellers by offering special programs, the most recent
providing its reseller base of companies dedicated marketing resources and an
exclusive training and support program to help them grow their business.

Manufacturers' Representatives. To supplement the Company's direct sales
efforts, manufacturer's representatives are assigned by territory in the United
States and work exclusively on commission.

Customer Support and Service. The Company is committed to providing strong
technical support to its customers. MRV operates a customer service group, and
provides support through its engineering group, sales staff, distributors, OEMs
and VARs. Customer support personnel are currently located at the Company's
offices in California, Massachusetts, Maryland, Germany, England, Italy and
Israel.

International Sales. International sales accounted for approximately 45%,
53% and 60% of the Company's net revenues in 1995, 1996 and 1997, respectively.

MANUFACTURING

The Company has developed proprietary ASICs to implement high level
component integration in its networking product development and manufacturing
processes. To develop ASICs successfully, the Company must transfer a code of
instructions to a single mask from which low cost duplicates can be made. Each
iteration of a mask involves a substantial up-front cost which can adversely
affect the Company's result of operations and financial condition if errors or
"bugs" occur following multiple duplication of the masks. While the Company has
not experienced material expenses to date as a result of errors discovered in
ASIC masks, because of the complexity of the duplication process and the
difficulty in detecting errors, the Company could suffer a material adverse
effect to its operating results and financial condition if errors in developing
ASICs were to occur in the future. The Company does not have a long-term supply
contract with any ASIC vendor or any other of its limited source vendors,
purchasing all of such components on a purchase order basis under standard terms
of sale. While the Company believes it would be able to obtain alternative
sources of supply for the ASICs or other key components, a change in ASIC or
other key suppliers of key components could require a significant lead time and,
therefore, could result in a delay in product shipments. While the Company has
not experienced delays in the receipt of ASICs or other key components, any
future difficulty in obtaining any of these key components could result in
delays or reductions in product shipments which, in turn, could have material
adverse effect on the Company's business, operating results and financial
condition.

The Company outsources the board-level assembly, test and quality control
of its computer networking products to third party contract manufacturers,
thereby allowing it to react quickly to market demand, to avoid the significant
capital investment required to establish and maintain manufacturing and assembly
facilities and to concentrate its resources on product design and development.
Final assembly, burn-in, final testing and pack-out are performed by the Company
and selected third-party contract manufacturers to maintain quality control. The
Company's manufacturing team is experienced in advanced manufacturing and
testing, in engineering, in ongoing reliability/quality assurance and in
managing third party contract manufacturer's capacity, quality standards and
manufacturing process. Risks associated with the use of independent
manufacturers include unavailability of or delays in obtaining adequate supplies
of products and reduced control of manufacturing quality and production costs.
If the Company's contract manufacturers fail to deliver products in the future
on a timely basis, or at all, it would be extremely difficult for the Company to
obtain adequate supplies of products from other sources on short notice. There
can be no assurance that the Company's third party manufacturers will provide
adequate supplies of quality products on a timely basis, or at all. The Company
could outsource with other vendors; however, such a change in vendors may
require significant time and result in shipment delays and expenses. The
inability to obtain such products on a timely basis, the loss of a particular
vendor or a change in the terms and conditions of the outsourcing would have a
material adverse effect on the Company's business, operating results and
financial condition.

The Company relies almost exclusively on its own production capability for
critical semiconductor lasers and LEDs used in its products. The Company's
optical transmission production process involves (i) a wafer processing facility
for semiconductor laser diode and LED chip manufacturing under stringent and
accurate