Last Updated: 03/26/2012*
How can a supplier such as Raytheon ensure it is positioning itself effectively to serve existing and prospective customers in India?
Raytheon knows a lot about the Indian market and its customers. While we have found our abilities in coordinating major programs, bringing our enterprise resources to bear and ensuring a strong supply chain are important qualities for success, equally important is how we apply innovation to our work here, and how we address new opportunities smartly and with a localized response.
Active, visible presence is important in India, and Raytheon has it. We expanded our local office last year and our staff includes experienced business development leaders representing multiple Raytheon businesses.
When we think about positioning Raytheon, we place a priority on leveraging partnerships with indigenous suppliers. Earlier this year during India’s Army Day, we announced our work with Indian partners to provide EPLRS (Enhanced Position Location Reporting System) tactical radios in an arrangement that includes in-country manufacturing. Another good example is our work with Larsen & Toubro, one of India's largest private sector companies, on the Indian Army's T-72 tank upgrade program. L&T has worked closely with the Indian Army on many successful programs, and their presence in the Indian market is a strong complement to our extensive fire control, thermal imaging, and tank integration experience. Here we have a number of legacy tanks being modernized so that not only can the Indian soldier attain sophisticated capabilities, Indian civilians are employed and support their warfighters directly.
What type of partner can Indian companies expect when they choose to do business with Raytheon?
We fully expect partnerships with Indian companies to be mutually beneficial for business, and not merely driven by offset or industrial participation obligations. While a singular program may lead to a partnership, we are advocates for a longer-term view of potential collaborations with our partners. This may include co-development to Indian requirements, co-production and long-term customer support. Who knew that when one segment of our seapower business teamed up with an Indian company, Elcome Marine, on a naval project in 1988, that the relationship would steadily foster mutual opportunities with customers including the shipyards, the Indian Navy and the Indian Coast Guard?
Several years ago we began an activity that illustrates our commitment to local industry. We looked at more than 60 Indian companies to see how the nation’s technology capabilities are progressing, and to identify those with the right capabilities and appropriate for strong collaborative partnerships. Initial projects have been launched in areas of electronics and special test equipment, and these are oriented toward core technologies that we need for an effective supply chain as well as access to Indian market opportunities. Through this process, Raytheon is creating opportunities for Indian companies to qualify their capabilities and gain entry into our supply chain system — possibly bidding for future company procurement needs, whether related to an Indian program or not.
I believe Indian companies are becoming even stronger as indigenous assets for the nation and for us as teammates and co-suppliers. You can see the commitment to innovation here, and we want to play a role in fostering technological capability, individual know-how, and to act as a trusted partner with Indian industry.
What can Indian customers expect from Raytheon in the future?
Raytheon's growing range of customers in India can expect us to continue to deliver the most advanced defence and security technologies in the world on time and on budget. They can expect us to build on a solid foundation of successful programs, and to deliver on several contracts concurrently. Customers can look forward to accessing the broadest portfolio of platform-independent products and services in the global aerospace and defence industry, and know that we will be engaging Indian public and private sector industry with technology transfer and co-production where required to ensure reliable supply.
What are some of the product segments represented in Raytheon’s Defexpo exhibit?
First, let me underscore that while Raytheon is well known for its world-class technologies, we are equally well known for adapting those technologies to scale in order to ensure affordability while meeting the mission requirements of the customer. We kept these abilities in mind when selecting a range of innovative technologies to showcase and some new ways that visitors could experience them first hand at Defexpo.
Military modernization continues as a key area of focus, and some of our premier precision weapons technologies and integration capabilities are on display. We have a basic skills trainer for the Javelin anti-tank guided missile, a Serpent demonstrator for the first time in India, a full suite of thermal imaging and fire control systems for ground combat vehicles such as the Future Infantry Combat Vehicle, and a full-scale model of the lightweight MK-54 torpedo recently launched from a P-8A Poseidon aircraft by the U.S. Navy. We are also utilizing interactive displays of integrated air and missile defence systems, and we’re showing some important solutions in homeland security including the Defexpo debut of Clear View™ security solutions as well as the Athena system for maritime situational awareness.
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