I have rarely found that trying to make your customer look stupid is a winning sales strategy. But on the other hand, there is nothing safer than a helicopter that never flies!
Navy: Europe firm ‘twisting’ facts for $1bn deal
February 21, 2012 By Sridhar Kumaraswami Correspondent New Delhi
A big controversy has hit the acquisition of 16 Multi-Role Helicopters for the Indian Navy, a deal estimated to be worth around $1 billion, with the Indian Navy accusing European vendor NH Industries (NHI) of trying to “mislead” the defence ministry, “twist” the Naval Staff Qualitative Requirements (NSQRs), “falsify” the Request for Proposal (RFP) and cause delays with “unreasonable que-ries/concerns”.
Documents accessed by this newspaper show the Navy criticised the European firm after it raised doubts about the helicopter of its American rival Sikorsky. This new US-European battle for an Indian defence deal is leading to a lot of acrimony.
NHI earlier alleged Sikorsky does not meet the NSQRs for the deal, and complained to the defence ministry. The Navy has now made it clear that both NHI and Sikorsky have met the NSQRs, making them both eligible. The Navy earlier submitted its Field Evaluation Trials (FETs) report to the MoD on acquiring the anti-surface and anti-submarine MRHs. NHI, based in France and with French, German and Italian participation, pitched its NH90 helicopter against Sikorsky’s S70B.
NHI earlier raised doubts about the Sikorsky helicopter on various aspects, including dual redundancy, fitment of fuel tanks, full authority automatic flight control system, fuel reserves at the end of mission, sensor functions and usage monitoring system. The Navy has, however, given the Sikorsky helicopter a clean chit.
In its final recommendations and in response to NHI’s allegations, the Navy said: “It emerges that NHI is attempting to mislead the higher authorities and cause delays... with unreasonable queries/concerns. The Indian Navy has evaluated the (NHI) NH90 and (Sikorsky) S70B helicopters, and considers both platforms meet the NSQRs specified in... the RFP.”
On NHI’s queries on the Sikorsky helicopter’s “sensor functions” and “fitment of both external and internal fuel tanks”, the Navy said: “It is clearly evident that NHI have twisted the NSQR, thereby falsifying the Request for Proposal on the MRH with an aim to misleading the higher authorities MoD”.
NHI had raised doubts on several other features. It said: “(The NSQR) requires no failure of single system should lead to a catastrophic failure. NHI would like to understand how this is demonstrated since the S70B does not have dual redundancy built in to all aircraft flight control systems.”