On The Record With
JEAN-PAUL GUT, EXECUTIVE VICE-PRESIDENT, HEAD
OF EADS INTERNATIONAL, MEMBER OF THE EADS EXECUTIVE COMMITTEE
Just four months after the foundation of EADS the company had
set up a completely new, integrated, international marketing network
that drew together the previous activities in France, Germany
and Spain. For Jean-Paul Gut that stands as the major achievement
of EADS International. EADS now has 30 offices worldwide, but
all the functions of the three "home nations" are collected
under one roof.
Gut is sure this strong marketing structure has been instrumental
in winning some key export orders. He singled out the Aster missile
contract with Singapore, Mistral missiles for Oman, the C-295MPA
patrol aircraft order by the UAE, Spain's Secure Communication
System and Airbus sales in Taiwan as examples of EADS' success-and
its diversity.
Indeed EADS's diversity will be the key to winning wide international
sales. Gut pointed to just one example in Europe's Nordic countries
where EADS is offering aircraft from Airbus, Airbus Military and
Eurocopter to provide a total (European) force solution.
EADS International is paying special attention to co-operation
with Russia. Gut noted, "Our production agreement with Russian
industry is wide ranging, covering space, helicopters, civil an
military aircraft, the production and purchase of materials, and
the certification and training of Russian personnel. We are looking
at the possibility of developing a new re-entry system. Outsourcing
of Airbus components in Russia is also being envisaged, and we
want the Russians to participate in the A380F project.
"We are considering a pre-feasibility study on a 15-20-ton
helicopter, and we want to talk about military aircraft too. We
are looking at opportunities of associating Russia with the A400M
program. We want to carry out a joint study on special R&D
issues in aerodynamics, metal-based materials, acoustics and simulators.
We have invited Russian personnel to take advantage of training,
primarily in management, quality assurance and certification.
All this is directly coordinated and managed by EADS International."
When asked about the sometimes thorny question of individual products
competing within the EADS product line-up he says, "We only
have a few competing products, and they are generally the result
of very different customer requirements. But they also provide
a clear advantage for customers; they provide choice. As long
as the different programs are profitable there is no reason for
us to take that choice away."
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