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Defence & Security Sector in IndiaChallenges & Opportunities &

Procurement Policyby

Maj. Gen. (Retd.) Dr. B. Yadav, Q -Tech Synergy

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Presentation Outline Defence Procurement

Defence Budget and Needs

Process and Procedures

Doing Business

Future Opportunities

Guidelines for Doing Business with Indian Defence

Sector

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India is one of the largest military spenders. India emerges as one of

the biggest markets in the world for defence and aerospace products

and the topmost importers.

Nearly 70% of Indian military hardware is imported. Indian exports

are a modest US $75mn annually.

India has 8 Defence Public Sector Undertakings and 40 Ordnance

Factories which account for almost total indigenous production of

military goods.

The Defence industry has been opened for Private Sector.

Indian Defence Industry- Some Facts

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Defence budget has been increasing at a steady rate of more than 8%. It

spends around 2.4% of GDP. Likely to increase as Indian economy is

growing at over 7.5 % annually.

The capital head allocation to cater for modernisation and new

equipment acquisition plans. The major portion of Indian defence

budget (Approx 43-44%) has been earmarked for capital acquisition

amounting to more than $10 billion during the current FY.

$ 100 billions to be spent in next 5 years for Indian Defence and

Homeland security.

Indian Defence Industry- Some Facts

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0

10,000

20,000

30,000

40,000

2006-07 2007-08 2008-09 2009-10 2010-11

21,49724,090

26,484

35,50036,836

in R

s m

illion

Indian Defence Budget

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Increased focus by Government

of India on allocation to defence

sector in India over years

It is expected to grow at 7 to 8

percent annually over the next

five years

Revenue & Capital Expenditure

8.71 9.39 11.57 13.75

12.39 12.10

14.91

21.75

0

5

10

15

20

25

30

35

40

2006-07 2007-08 2008-09 2009-10

in$

Bill

ion

RevenueExpenditure

CapitalExpenditure

48.28

56.31

41.4035.50

0

10

20

30

40

50

60

2009-10 2011-12 2013-14 2015-16

in $

bill

ion

Indian Defence Industry

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Currently, about 70% of Capital

procurements are from foreign

suppliers and balance 30% is sourced

from Indigenous sources.

The cumulative value of the India

defence procurement for the next 5

years would be approximately US$ 45

Bn, which makes it one of the most

attractive markets in the world

Main suppliers of military equipment to

India include Russia, Israel, France,

Germany, other European Union

countries, United States of America,

South Africa etc

Defence Market Growth: 2008-2013 ($ Billion)

170

2510 13

150

45 4515

0

50

100

150

200

US China India UK

2008

2013

India: Market Spread

Other25%

Land15%

Naval15%

R&D10%

Air30%

C4ISR5%

Anticipated Defence Expenditure 2013

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Modernization of the Indian Armed Forces is considered to be lagging behind by 10 years. The current profile of equipment held by Indian Armed Forces is:

State-of-the-art: 15% vs. required 30%

Mature: 35% vs. desirable 40%

Obsolescent: 50% vs. acceptable 30%

It is expected that India will spend about US$ 100 billion during the 11th five-year plan (2007-2012)

Market Growth: Indian Defence Industry

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Procurement - Planning Process

DM’S Operational Directive

15 Years Long Term IntegratedPerspective Plan

5 Years Defence Plans

5 Years Services Capital (New)Acquisition Plan

Annual Acquisition Plan

HeadquartersIntegrated Defence

Staff (IDS)In consultation

With the ServiceHeadquarters

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Categorization

Buy

Buy Global

Foreign & Indian vendors

Buy Indian

Indian vendors with 30%

indigenous content

Buy & Make

Purchase from foreign vendor

followed by licensed/indigeno

us production

Buy & Make Indian

RFP to be issued only to Indian

vendors

Make

High Tech complex

indigenous systems

Capital Acquisitions

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Buy Global Outright purchase from OEM

Foreign as well as Indian vendor

Normally for one time procurement

Buy & Make Purchase from a foreign vendor

Followed by licensed production/indigenous manufacture in the country

Private sector can participate

• Buy & Make (Indian)

• Def Production Policy

• Indian Company

• 50% indigenous contents

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RFP only to OEM, authorised vendors and Government sponsored export agencies.

Vendor must possess proven technical competence of the level sought & have

credible past track record. In TOT cases, ability to transfer requisite technology for

licenced production is essential.

Export policies of vendor’s country with respect to high-tech items need to be

ascertained, especially for TOT.

Issuance of RFP is an expression of confidence in the capability of the vendor. Once

RFP is issued, no vendor can be eliminated summarily for suspect competence.

Short listing of vendors…

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Short listing of vendors… RFP issued by Technical Managers after vetting by all concerned including production

agency (for TOT). AON lapses if RFP not issued within two years.

TOT may be negotiated either with purchase package or as a follow up later-on, but

availability of TOT would be a pre-condition. RFP to include trial methodology.

No addition to vendors is permitted once RFP issued. Single vendor RFP only with

permission of DAC.

Single stage two-bid system is followed. Technical and commercial proposals are

submitted in separate sealed envelopes, to be valid for 18 months. Maximum

extension of time for submission up to 8 weeks – 4 by DG Acquisition and further 4 by

Defence Minister.

Technical proposals are opened by Technical Managers while commercial proposals

are kept sealed.

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Defence Technologies India Needs Command and Control Architecture

Digital technology is being built into aircraft, tanks, artillery and individual soldier systems

with the intention of providing commanders with “situational awareness” –an instantaneous

and complete picture of battlefield

Area Missile Defence and Remote Warfare

Platform with stealth technology carbons composite and fibre

Technologies to enhance survivability, awareness connectivity and war fighting capability of the soldier

Electronic warfare, direction finding and deception technologies

Space technology to exploit applications of real time meteorology, navigation, communication surveillance, weapon guidance, cartography, synchronization.

High speed data processing

Nano technology

Cryptography and crypto analysis

Artificial Intelligence and Robotics

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Defence Technologies India Needs Precision Guided Missions (PGMs)

Cruise Missiles-guided by GPS

Tactical Missile System

Sensor Fuzed weapons and joint stand off weapons carrying sub munitions

Low thermal and ‘Acrostic Signatures’ than its predecessor.

Battle Space Awareness:

Sensors in satellites, manned aircraft or UAVs

GPS satellite navigation Network and Air Borne Warning and Control System (AWACS)

UAVs for strategic roles, medium attitude long endurance (MALG) and low altitude

UAVs

Night vision devices

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Thermal Imaging & Image Intensification.

Sensors / Detectors / Radars.

Trajectory Correction System /Missile Guidance.

Advanced Rocket Technology.

Active Tank Protection Systems.

Metallurgy / Forging Techniques for Guns.

Automotive Technologies.

Surveillance, Communications and Navigation Technologies.

Miniaturization / Nano Technology.

Networking Technologies for Seam Less Integration.

System Simulators.

Defence Technologies India Needs

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Ministry of Home Affairs is responsible for India’s internal security

Law and order is a state subject

Number of central police forces under it for special tasks and to supplement

states’ resources

The 11/26 attack on Mumbai in November 2008, caused an approximate loss of

over USD 800 mn to the financial capital of India

15 terrorist attacks in India in the last two years

Government has a modernisation plan for 6 Central Police Forces with an outlay

of $ 900 mn up to 2010 to counter the asymmetric threat

Programme Management Home Land Security

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Putting a number of pending procurements onto the fast track option.

A $ 10 bn Homeland Security market by 2016.

Indian Navy and Coast Guard $ 4.5 Billions

Sea Port Security $ 0.5 Billions

A $3.2 bn market for Airport security by 2016.

Special Events $ 1 Billions

Sizable expansion of the Indian Coast Guard and the Indian Navy by 2012

Weapons and protection systems, both for individuals and vehicle such as

–100000 Auto Carbines to replace 303/SLR rifles INRs 5000 crore ( $1.250 bns)

–100000 Level III Bullet- Proof Jacket INR Rs 300 crore ($ 75 mns)

–100000 Kevlar Helmets INR 100 crore ( $ 25 mns)

Market Opportunities

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Sights and night vision devices, Thermal Imagers & Infrared based equipment

Commns, data transmission systems and mobile command & control centres.

Integrated Security Systems

GPS, GSM based Tracking Systems, Interception /Monitoring Systems

X-ray Systems, Cargo/Container Screening Solutions

RFID systems

Explosives sensors and disposal equipment.

Early warning security and surveillance systems.

Radio interceptors, Jammers & IED neutralisers.

Decontamination systems.

Simulators for training.

CBRN systems

Market Opportunities

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Request for Proposals will contain Offset obligation.

Vendor has provide a simple undertaking of accepting Offset obligations with his

Technical Proposal.

Technical Offset Offer and Commercial Offset Offer to be submitted in two separate

covers to Technical Manager by the date specified in RFP which will not be later than 3

months of submission of main offers.

Vendor has to accept that failure to meet obligation will disqualify him at any stage

from further participation.

Offset

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Requirements established to ensure competition of at least 2 vendors. Requirements can’t be weighted towards a single supplier. Procurement procedures… are rigid BUT fair. No “YES we are compliant BUT/Subject to/etc.” - either YES or NO. Unsolicited proposals are not acceptable. Lowest bidder after all stages of procurement cycle wins. Common flaws noticed in proposals Adequate attention NOT paid to the specified requirement - Standard brochures are

enclosed. In-production items are offered with total disregard to what is being sought. Incomplete technical data. New terms and stipulations are suggested making the proposal a conditional offer. Replies are given in ‘yes’ or ‘no’ without technical amplifications.

Response to RFPs - Key Points

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Make a long term Commitment & High Integrally

Plan for steady investments.

Leverage India as a Resource. Defence Production Base for to begin with regional

needs and not just for India.

Products to provide Customer value at optimum cost.

Localise high /Technology high value components aggressively.

Have a clear path to ownership. No Partnership just to hedge the risks.

Invest in creating a high-caliber local team with enough flexibility.

Indian Specific Model-lessons from the past

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A producer always knows his product better than the buyer, it is a good practice to

be frank and candid in all aspects.

Indian offset policy is highly undemanding and pitched Iat a base level. View it as

another business opportunity. level. View it as another business opportunity.

Enter ‘Buy Indian’ segment through joint ventures with Indian companies. Equipment

must have minimum 30 percent indigenous content. Percent

Collaborate with Indian companies for the development of ‘Low Technology Mature

Systems’ with minimum 50 percent indigenous content.

Develop Long Term Association

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Major General (Retd) Dr. Bhupinder Yadav Major General (Retd) Dr. Bhupinder Yadav is the Managing Director of Q-Tech

Synergy. Prior to retirement, Dr. Yadav was with Department of Defence Production, Govt of India. He is a Fellow from Institution of Engineers India, MBA, M.Sc. (Quality Management) from Cranfield University, UK, and holds a PhD in Operations Management

He has more than 30 years experience with technology management areas such as Planning and Co-ordination, project planning, product development and improvement, export promotion, vendor development, quality planning & assurance in engineering hardware, process etc

He played an active role in supply chain of defence products with a focus on self reliance through indigenisation, technology absorption, product upgrade with participation of Public /Private Sector and has been associated with important committees on defence production

He has a number of papers on quality, reliability and process improvement in various international seminars and publications to his credit

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Ministry of Defence

Department of Defence

Defence Secretary

Inter-Services

Organisation

Integrated HQ

Army Navy Air Force

Department of Defence Production

Secretary DDP

Defence

Finance

Department of Defence R&D

DRDO Others Programmers

Programme Management- Defence Procurement

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Acquisition Wing

DEFENCE ACQUISITION COUNCIL (DAC)

DefenceProduction Board

DefenceR & D Board

DefenceProcurement Board

Land System Maritime &System

FA (Acquisition)

Air System

AcquisitionManager

FinanceManager

TechnicalManager

DG (Acquisition)

Defence Acquisition Organisation