US aerospace giant Lockheed Martin may suffer a slight twitch from the demise of its $870 million Aerial Common Sensor (ACS) development contract, but for subcontractor Embraer the loss deals a more painful blow.
For the Brazillian manufacturer, participation in the ACS programme represented a strategic victory for its ambitions to dramatically broaden its small defence business. In 1999, Embraer announced a five-year strategy to triple the size of its defence portfolio, which then accounted for 10% of its overall sales. By 2003, Embraer had reduced its goal to raising defence sales to 20% of revenues, but even that remains unmet.
The ACS deal offered the opportunity to sell 57 ERJ-145s to the US Army and Navy, break into the lucrative North American defence market and establish a manufacturing presence on US soil. The US military’s acceptance of the ERJ-145 for ACS also was used as a key marketing theme for other international customers seeking commercial aircraft variants for special mission programmes.
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