Kaman Comes to a Key Show at a Key Time

Asian Aerospace 2000 -- Kaman's new President, Walter Kozlow, will leave this year's Asian Aerospace overwhelmed by customer interest. "If you compare it to the last time we were here, there is no question that the re-emergence of activity in this market has arrived. Our schedule yesterday evaporated with a wave of ministerial and ambassadorial visits, and I think that bodes well-for everybody," he said.

Taking the long term view is central to Kozlow's philosophy. "Our approach is not to sell helicopters, but to fuse ourselves in a country with our customers. They want independence, they don't want to be tied to the US, or a big logistics trail, and we always aim to become part of their economy," he said.

Kozlow cited the example of the Option One Center, now being established in Australia to support Seasprite operations in Australia and New Zealand. The center incorporates local industry, companies from New Zealand and the Royal Australian Navy to provide a complete source of spares, training, simulation, and software development base.

"This is a pilot program," noted Kozlow, "and we will duplicate it around the world. Not just with the Seasprite but with other helicopters."

An initial competition for six frigate-based helicopters in Malaysia was lost to the Westland Lynx. Kaman is now looking to a much larger requirement for OPV-based helicopters. The OPV requirement, Kozlow said, "is a number of years down the road, but we want to establish long-term credibility and relationship." In Thailand the SH-2 has been selected as the Navy's "helicopter of choice," but acquisition has been delayed by budgetary problems. Between two and six ASW helicopters are believed to be specified. The Philippines has an "embryonic" requirement, which Kaman is closely monitoring.

When asked about the negative advertising that has been directed against Kaman and the Seasprite by some competitors, Kozlow said, "Briefing against the SH-2 will always work against its source. It's easy to talk like a used car dealer, but our track record shows that we say what we can do-not promise what we can't. The Pacific Rim will soon have a significant requirement for maritime helos. We won't win them all, but we'll win our fair share. The more open a competition is the better we'll do. We'll be glad to lay our cards on the table with anyone."

By Robert Hewson