High Quality Post-Sales Services Gives Rosoboronexport An Edge In The South-East Asian Market

Russian arms export agency, Rosoboronexport has achieved sales worth $1 billion in Vietnam, Malaysia and Indonesia among others over the last few years.

This is in contrast to American and European defense contractors who have secured fewer contracts than Rosoboronexport.

Nikolai Dimidyuk, Rosoboronexport’s Special Project Director told Defenseworld.net that it was good marketing of activities that helped secure contracts.  “We try to present as much equipment and materials as we can. We pay special attention to the establishment of joint ventures with the countries. High quality, post-sales services, training and prospective for reconditioning and over haul.”

While the Sukhoi Holding Company signed contract worth $100 million with Malaysian Ministry of Defense at LIMA-2013 for maintenance of Su-30MKM fighters, Selex ES has signed a contract with AIROD SDN BHD for the supply and support of equipment for the Royal Malaysian Navy's Super Lynx MK100 helicopter.

The Russian contract assumes deliveries of spare parts and maintenance of 18 Su-30MKM fighters, delivered to Malaysia in 2007-2009 in the network of a contract signed in 2003, according to Ria Novosti.

In 2012, Raytheon was awarded an initial contract to Malaysian-based Contraves Advanced Devices Sdn. Bhd. for the production and supply of components for the Evolved Sea Sparrow Missile (ESSM). This is the first contract of its type awarded to a Malaysian company and is aligned with U.S. and Malaysian strategic initiatives as well as the Malaysian Economic Transformation Program.

Among the major contracts it secured is a $470 million contract from Indonesia in 2012 for six Sukhoi Su-30MK2 jet fighters for the Indonesian Air Force. According to reports, deliveries began in 2013.

The same year, Vietnam took delivery of two diesel-electric-powered submarines, the Hanoi and the Ho Chi Minh (project 636 Varshavyanka, Kilo under NATO classification). Another four submarines of the same class are to be built at the Admiralty Shipyards in St. Petersburg over the next two years. Russia’s arms exporting agency Rosoboronexport and Vietnam concluded the contract for six submarines back in 2009. The last submarine is to be delivered by 2016.

Vietnam also announced it has completed this upgrading the BTR – 152 armored vehicles this year. BTR - 152 armored cars produced by the Soviet Army and Vietnam are now widely used, however, because the BTR - 152 has gone through many years of use, this does not fit the requirements, training duties and maneuverability, the Military Zone 2 command has directed a series of improvements focused on vehicle equipment.

Russia will also build a repair and maintenance facility for ships built by the Soviet Union and Russia in Vietnam. By 2015, it is planned to build repair and logistics facilities in the deep-water port. Rebuilding of the military base is up in the air.