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By Julian Nettlefold, Editor, BATTLESPACE

BATTLESPACE meets Alan Garwood CBE, Group Business Development Director of BAE Systems

20 Apr 08. BATTLESPACE Editor Julian Nettlefold met up with Alan Garwood former Head of Defence sales and now the new Group Business Development Director at BAE Systems, who recently took over from Mike Rouse, at the DSA Exhibition in Kuala Lumpur.

“We understand that you have initiated some changes on taking over your post?” the Editor asked.

“Yes we have re-organised the business function focussing on exports. We have divided the world into headed by Managing Director, Simon Keith, West (West of Suez) headed by Bob Keen, the USA and associate countries such as Japan and Korea headed by Tony Ennis, Vice President and Andrew Gallagher, Managing Director of Corporate Development.”

“Have you any target markets in mind?”

“Yes, we have a list of targets with India heading the list. We aim to build our business there using on-shore partnerships with local industry as we have done in Australia, Saudi Arabia and South Africa. We are in discussions to develop a number of Joint Ventures and have already signed with Mahindra & Mahindra to develop the RG31 MRAP vehicle.”

“With regard to aerospace, is the HAL agreement still a key part of your Indian strategy?”

“Certainly, we have had a long-standing agreement with HL over Jaguar and Hawk in particular. HAL is building 42 Hawk aircraft under licence with the prospect of more in the pipeline.”

“Is Eurofighter part of this agreement?”

“No, EADS is dealing with the Eurofighter offering for 126 aircraft.”

“What about Land and Sea Systems?”

“India has traditionally purchased its naval systems from Russia, but we see big prospects in Land Systems particularly in MRAP vehicles and 777 Howitzers.”

“What about business prospects here in Malaysia?”
“As you know we have delivered the first two frigates and are now negotiating a follow-on order for two more.”

“Do you expect signature soon?”

“We have finalised the designs for the two ships. The vertical-launched Seawolf has been replaced by the Raytheon Evolved sea Sparrow missile (ESSM) and the ship carries Exocet and the MSI Defence DS30 cannon system.”

“Are there opportunities in Land Systems?”

“Yes we are talking about supplying more BR90 bridging units, adding to the ones we have supplied.”

“Is there interest in your UAV products?”

“Yes, the Herti UAV, you saw on the stand, has attracted considerable interest. It has many advantages over a conventional UAV as it is more autonomous and has advanced C4I systems enabling the system to remember terrain already covered and to map any differences in targets or terrain.”

“In the new structure, do the Business Units have their own International Product Sales & marketing Departments?”

“No, the Business Units report to their individual managing Directors about Product matters and we, the Central Unit manage the International Marketeers for all units. We have also dismantled many of the Special Advisor posts. All PR, Media and Advertising is also handled separately under Charlotte Lambkin’s Department.”

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