Defense industry market research

US defense supplier evaluating the Polish market

Completion: 2017 - 10
Target markets: PL
Objective: US provider of ruggedized, custom designed, tactical telecom equipment to military, and first responder market segments assumes that Poland, with its growing defense spending, presents interesting opportunites and would like to explore this further. EasyLink's task was to - collect information about procurement plans of the Polish armed forces with a focus on any needs and current or future spending flows in relation to tactical communication, - identify a selection of locally based distributors and system integrators in the defense sector, - determine whether any Polish delegation/delegates intend to visit the AUSA trade show in the USA on October 9-11 (the largest defense and security trade show in Washington D.C., focused on US DoD procurement market).
Results: In 2016, the Ministry of Defense announced a new Plan for Army Technical Modernization for years 2017-2022.The total value of signed contracts will result in increasing the military spending over 2% GDP. EasyLink's report detailed several priority programs for procurement of equipment, currently opened dialogues in the subject of communications and related fields and an overview of currently open tenders. We also provide a list of 10 prospective partners - importers and distributors compatible military equipment. Through our report the client gained comprehensible understanding of the current opportunities and latest tenders in their field of operation in Poland, which will help them to develop a further business strategy for the Polish market.

Korean special purpose boats seeking partners in Poland and Russia

Completion: 2017 - 09
Target markets: RU&PL
Objective: A South Korean producer of military and special purpose boats with advanced design and high technology made from aluminium, FRP, Inflatable Rubber as well as its in-house produced and perfected rubber fabric wished to meet potential partners in Russia and Poland and commissioned EasyLink to carry out a partner search project.
Results: EasyLink arranged meetings with 11 companies at 2 B2B events in St. Petersburg in Russia and Gdansk in Poland, including with Remontowa, Vega and Vyborg shipyards. An interpreter was available at all times and assisted whenever needed.

U.S. supplier of anti-riot police products and other protective police equipment visits Ukraine

Completion: 2017 - 03
Target markets: UA
Objective: EasyLink was requested to arrange face-to-face meetings with prospective business partners in Ukraine.
Results: We approached eight prospective distribution partners preselected by the client from our initial list. During the course of the project seven companies active in the private security sector were additionally identified and approached.

US high-tech biometrics company for defense/security industry clients exploring markets in Czech Rep. and Poland

Completion: 2017 - 03
Target markets: PL&CZ
Objective: EasyLink’s task was to find potential customers in Poland and the Czech Republic for the client's biometric devices, especially their unique mobile biometric device - the industry’s leading mobile biometric solution based on advanced fingerprint software on Android phones and tablets. Potential clients are mainly governmental institutions / state bodies, such as defense organization, border control agencies, and police organizations.
Results: In the Czech Republic, EasyLink conducted market research into organizations and authorities responsible for external and internal security. The project followed by contacting key officials from such organizations to determine their interest in meeting the client and learning about his top solutions. As a result, the client's representative met with officials from institutions such as Immigration Police, Military Police, and Ministry of Defense.

Arranging meetings with companies in the defense sector

Completion: 2016 - 11
Target markets: CZ
Objective: U.S. manufacturer of water purification and wastewater treatment systems for military field operations, in emergency response/disaster relief situations and for CBRN decontamination runoff treatment wished to assess business opportunities in the Czech Republic. EasyLink was asked to identify and approach prospective distribution partners/representatives to set up appointments for the company representatives visiting Prague in November 2016 to speak and present the company and its systems at the Combat Engineer 2016 event.
Results: We first identified potential partners and send their profiles to the client for review. Altogether 16 companies were approached. We first called each of the companies to establish contact. Following the initial call company managers were provided detailed information via email. The mailing included an introductory email, profile prepared by EasyLink in the Czech language and company materials provided by the client. Our efforts identified 4 potential sales leads in the Czech Republic, a face-to-face meeting was arranged with a major export-import company involved in trading of special equipment for the Army as well as the Ministry of Defense and Ministry of Interior.

Request to meet key Polish government officials in the defense sector

Completion: 2016 - 02
Target markets: PL
Objective: The client, based in Virginia, USA, helps government organizations acquire, field and use defense systems through the FMS process, and also suports companies in the aerospace sector. The client's manager requested our support in targetting and arranging meetings with key Polish government officials in the defense sector, to be held during the client's visit to attend a defense conference in Warsaw in February 2016.
Results: In a limited timeframe of under three weeks, we were able to approach 17 key organizations of which 6 were opened to a meeting, including an organization of the Ministry of Defense, the national defense manufacturers' association and four others. The client received a detailed meeting itinerary, a short market overview, details of other contacts made.

UK ballistic gear staking out the Czech Republic and Hungary

Completion: 2016 -
Target markets: CZ&HU
Objective: Our client, a manufacturer of protective systems (amour, ballistic shields, helmet) to police and army forces was encouraged by the increased spend of CEE countries on security/defence and wished to explore the potential of the Czech and Hungarian markets and conduct research into local potential end-users, distributors/agents and competitors. EasyLink was to look into recent tenders announced and completed by the local police and armed forces as well as into any local standards that may differ from NIJ standards.
Results: EasyLink identified and described all important players – end-users, distributors and local manufacturers of competing equipment, described the procurement process of the local armed forces and local ballistic equipment standards as well as went through all relevant tenders from the past 2-3 years. While the Czech Republic had recently bought relevant gear and would not be planning to make significant investments into protection equipment, the Hungarian government seeks to spend HUF 90-100 billion (GBP 235-260 million) between 2016 and 2019 to set up a 3,000 man strong Border Hunters organization under ORFK KR, the riot police branch of the national police, with a third of this amount earmarked to personnel expenses.

Partner search for US military equipment manufacturer in the Czech Republic and Poland

Completion: 2015 - 09
Target markets: CZ&PL
Objective: The client specializes in providing custom engineered solutions for government, research and development and industry. It also specializes in sensor design and implementation and manufactures infrasound and sniper detection sensors that are used by military and government organizations world-wide. EasyLink was commissioned to identify and approach potential business partners and discuss the possibility of potential partnership with them.
Results: The EasyLink consultants in Poland and the Czech Republic conducted market research into the defense sector and initially identified and prepared short profiles of 28 and 45 prospective partners respectively for review and comments by the client. The market reports contained information on the level of equipment of the Polish and Czech Armies, defense budgets and planned army investments in each of the countries. We arranged 10 meetings in Poland and 9 in the Czech Republic. We provided the client with detailed itinerary including travel instructions and arranged logistics and interpretation services. The client made an NDA contract with a selected partner shortly thereafter.

US defence contractor assessing potential in Ukraine

Completion: 2015 - 05
Target markets: UA
Objective: The client is a defence contracting company, which provides support for programme management, counterinsurgency and intelligence, cybersecurity and network infrastructure, complex international litigation and analysis. The company wishes to offer its unique skills and know-how to help the country of Ukraine increase its capabilities in fighting insurgency, developing its military forces, managing vital tactical processes from the level of platoon to the level of brigades, creating and liaising with local defence initiatives, and defending critical infrastructure against possible attacks, including cyber-attacks against computer networks and data storages.
Results: The EasyLink consultant in Ukraine managed to understand and get through the complicated bureaucratic organization at the Ministry of Defence and approach the correct MoD officers to discuss the opportunity with them. After countless phone conversations the consultant established ground for a personal meeting with the relevant decision makers at the Ministry of Defence of Ukraine.

US security sector solutions provider looking for partners in Poland

Completion: 2015 - 04
Target markets: PL
Objective: Per project brief, the EasyLink consultant in Poland was commissioned to compile two initial lists of companies: In-Country Facilitators / Contractors (companies that can assist in the establishment of a large computer facility, throughout all parts of the process and with experience specifically in the cyber-security area) and In-Country Business Development Partners (companies with potential to represent the client in Poland, in order to develop future business, especially mid-sized defence contractors that are bidding on Government contracts already that will have the right connections.
Results: The compiled lists each included 20 companies (40 in total). EasyLink also prepared market insight providing the latest information about the Polish defence sector. The report also included detailed company profiles of potential partners to be reviewed by the client and assessed as to their fitness for subsequent approach.

US defence contractor evaluating market potential in the Czech Republic and Bulgaria

Completion: 2014 - 11
Target markets: BG,CZ
Objective: EasyLink’s task was to determine potential demand for the client’s communications products in the targeted markets, advise the client on the limit for tenders that need to be published across the EU, identify potential partners/customers/distributors (initial list, unqualified) and identify available reports with background information, web portals with project information etc.
Results: The final reports prepared by EasyLink in the target countries included general information on the armed forces, major types of equipment, defence budget, procurement procedures, key bodies, major associations, fairs and events. The reports further included detailed profiles of potential partners (manufacturers and integrators, distributors) containing information about activities, products/services sold or provided, financial data, number of employees and contact details of senior officers. The reports served as the most up-to-date and valuable business intelligence in a sector where information is not easily available.

Identifying opportunities for a Korean producer of metal detectors

Completion: 2014 - 04
Target markets: CZ
Objective: EasyLink was requested to identify potential partners among companies involved in security/defence products, namely metal/explosives detectors and to assess their qualification and interest in becoming a distribution partner for the client in the Czech Republic.
Results: EasyLink shortlisted 9 qualified partners and approached them with the opportunity to discuss potential partnership with the Korean client. 6 companies expressed interest in the opportunity and meetings were arranged with them.

U.S. leader in military equipment seeking opportunities in the Czech Republic and Poland

Completion: 2014 - 03
Target markets: CZ&PL
Objective: Our client is the world leader in the design and manufacture of many products in use by U.S. and allied military units, civilian governments, and commercial customers. The company currently has partners in Latvia, Sweden, Spain and Italy and wished to identify potential channel partners both in Poland and the Czech Republic who may be distributors, importers, resellers, agents or similar.
Results: EasyLink conducted market research into companies involved in distribution of equipment and technologies or delivery of turn-key solutions to the Czech Army, military units, NATO forces, etc. with emphasis on logistic systems, such as shelters or CBRN protection. EasyLink identified 16 potential partners in the Czech Republic and 24 prospects in Poland. 6 meetings were arranged in the Czech Republic and 8 meetings in Poland. After both market visits EasyLink consultants performed follow-up phone calls with all visited companies to assess their level of interest after the meeting and identify further steps to be taken by both parties.

Partner search in Poland for a superior U.S. any-light aiming system producer

Completion: 2013 - 12
Target markets: PL
Objective: Our client is a producer of any-light aiming system sold both to law enforcement and defence as well as to the commercial/civil market. The aim of the company was to identify a prospective distributor in Poland to cater for the commercial market only.
Results: EasyLink consultant in Poland has conducted a market survey in order to prepare a long list of potential partners for the client. According to the client’s requirement, the list consists of companies operating as a distributor of guns and distributors of outdoor products (incl. scopes, binoculars etc.) who sell to stores selling guns. Additionally, the client requested to identify any domestic manufacturers of guns in Poland. The consultant compiled a database of 21 companies, including 19 potential distributors and 2 gun manufacturers.

Partner search for a US producer of chemical identification systems

Completion: 2013 - 07
Target markets: CZ
Objective: Our client specializes in chemical identification systems for the law enforcement and security sectors and commissioned EasyLink to explore export opportunities in the Czech Republic for its featured product – a field drug identification product based on Raman spectroscopy. EasyLink was to focus on seeking out prospective sales partners, as well as identification of possible end-users and competing products on the market.
Results: EasyLink interviewed a National Drug Headquarters officer, the number one authority on fighting drug-related crimes in the Czech Republic, as well as several distributors supplying to the sector and established that Czech law enforcement forces still use disposable tests to identify illegal substances in the field thus creating future opportunities for the client. EasyLink compiled a database of prospective partners and approached 15 companies relevant to the client’s criteria. 5 companies expressed interest in further talks with the client. In addition, EasyLink provided statistics on drug use and crimes in the Czech Republic, identified prospective customers and competitors (and their distributors) and explained the procurement process used by public authorities in the Czech Republic.

Seeking an agent in Turkey

Completion: 2013 - 04
Target markets: TR
Objective: U.K. manufacturer of advanced combat range and bushcraft products asked EasyLink to identify potential distributors/agents for its products in Turkey. The three main aims of the project were to identify and meet with potential partners, identify procurement personnel within the Turkish Armed Forces and other pertinent government agencies, and explore opportunities for meetings, learn more about the Turkish market; major players, competition, market structure, leading events and other marketing channels, etc.
Results: EasyLink delivered a 24-page report containing the following: defence sector profile, information about the Turkish armed forces (land, naval, air, coast guard and gendarmerie), defence market opportunities and sports & outdoor market profile. The report further included detailed profiles of 3 positive prospects ready to meet the client and brief profiles of other (19) approached companies.

Provider of mobility/communication solutions eyes prospective partnerships in the Czech Republic and Poland

Completion: 2012 - 11
Target markets: CZ&PL
Objective: A U.S. company specialized in supplying integrated systems for working in remote and austere environments wished to meet prospective partners, notably providers of aviation or telecommunication services, and suppliers of military/law enforcement equipment.
Results: EasyLink conducted market research and approached companies involved in the aviation and defence (engineering firms, manufacturers, service providers), telecommunications and also potential end-users in the petroleum sector looking for crude oil and gas in remote regions in Asia and Africa. Interviews with 43 companies confirmed that most business potential would be generated by manufacturers/suppliers of aircraft and telecommunications, as there is a limited potential for use of mobility/communication solutions for austere environments in the region. 14 meetings were scheduled, among others with PZL Mielec, the largest Polish aircraft manufacturer, Czech Airlines, and all three Czech large military aircraft manufacturers.

Market-entry strategy and identification of distributors and end-customers

Completion: 2010 - 11
Target markets: PL
Objective: follow-up on initial review; see description of previous project

Initial market review in the Czech Republic and Poland

Completion: 2010 - 06
Target markets: PL&CZ
Objective: Our client supplies mobile (car-mounted) video surveillance telescopic systems to units needing surveillance capabilities - police & squad units, e.g. for monitoring concerts, venues, crime scenes and border patrol. It was agreed that EasyLink’s consultants would interview police chiefs in the major cities (Warsaw, Prague) and border patrol units and/or any special unit dedicated for security at the Euro 2012 hosted by Poland and Ukraine to ascertain market potential including route to market and identify what equipment (for similar use) may already be available in the two markets.
Results: In the Czech Republic, we approached the city police organizations in Prague and Brno (the two biggest cities), the national police and key distributors who supply the police and armed forces with various technologies including monitoring systems. In Poland, the consultant interviewed representatives at both the main office and regional branches of the police, border patrol and prospective distribution partners. Interviews showed that local partners would be required due to requirements on communication in local languages and flexible and quick reactions to requirements/inquiries of potential local clients including product demonstrations. The client was provided with detailed profiles of all prospective buyers as well as the leading distributors of such technologies for the law enforcement.

Ministry of Defence seeking expert evaluation for its procurement tender

Completion: 2009 - 05
Target markets: CZ
Objective: The Ministry of Defence of the Czech Republic contracted EasyLink to provide an expert assessment of the price at which the Czech Army was going to sign a contract for an extensive security system for two of its ammunition storage facilities.
Results: EasyLink prepared and delivered a detailed evaluation of the case, defining a market-based price range within which the given contract can be signed and considered effective use of the Czech army's financial resources.

Compiling an overview of Czech defence product manufacturers and aviation industry companies

Completion: 2008 - 10
Target markets: CZ
Objective: EasyLink was requested to identify Czech defence and aviation manufacturers that the client, a U.S. supplier of composite products, would subsequently evaluate to determine their demand.
Results: A total of 25 aircraft and 48 defence sector manufacturers were pre-selected for further evaluation. We supplied the client with detailed information on each of the companies.

Poland: Opening doors for a global leader in manufacture and installation of transparent armour

Completion: 2008 - 09
Target markets: PL
Objective: EasyLink agreed to undertake the task of identifying suitable distribution partners in Poland meeting specific criteria and offering pre-specified complimentary products for a U.S. supplier of transparent armour.
Results: The client was provided with a list of prospective partners in Poland.

Key producer of intercoms looking for partners in Ukraine

Completion: 2008 - 02
Target markets: UA
Objective: A Czech manufacturer of intercoms for military vehicles enlisted services of EasyLink for carrying out a strategic study of the Ukrainian defence sector and a partner selection project to identify and approach the most appropriate companies capable of providing installation of intercoms to military vehicles.
Results: EasyLink delivered a thorough report addressing the sphere of interest and general orientation of the Army with implications to military equipment, modernization priorities and market accessibility to a Czech supplier. The report further provided information on equipment currently used by the Ukrainian army including military vehicles and communication systems. EasyLink identified and approached close to 20 companies; given the structure of the market, the list of viable partners was cut to two companies that make decision about suppliers of equipment for military vehicles and provide its installation. The over 30-page report was prepared by EasyLink’s consultant in Ukraine in English and was subsequently translated by EasyLink’s staff in Prague into Czech.

Leading U.S. supplier of lightweight shelters for the military and security market visiting the Czech Republic

Completion: 2007 - 06
Target markets: CZ
Objective: Our client, a leading global supplier of lightweight, rapid deploying soft-walled shelters for the military and homeland security markets, requested targeted meetings in the Czech Republic.
Results: For the two-day country visit, EasyLink set up meetings with 7 companies involved in production as well as import and distribution of equipment for the military and homeland security as well as emergency forces. Additionally, EasyLink arranged a meeting with the head of the Office of Defence Cooperation at the U.S. Embassy in Prague.

U.S. producer of tactical supplies and equipment requests targeted meetings in the Czech Republic

Completion: 2007 - 06
Target markets: CZ
Objective: EasyLink was requested to explore and evaluate routes to market for our client’s range of tactical supplies, identify key prospective customers and distributors as well as key contacts and decision-makers in the government and armed/security forces.
Results: EasyLink identified and approached all the key suppliers in the military, police and emergency unit equipment sector in the Czech Republic and set up a total of 6 meetings with potential partners. EasyLink also arranged a meeting with the head of the Office of Defence Cooperation at the U.S. Embassy in Prague. EasyLink provided the client with detailed company profiles of all potential partners.

Czech Ministry of Defence evaluates suppliers of night vision technologies

Completion: 2007 - 04
Target markets: CZ
Objective: The Joint Air Forces Command of the Czech Army contracted EasyLink (as the winner of a public tender) to provide research of suppliers of night vision technologies, including analysis of technical parameters and prices in comparison to two specific products available from domestic suppliers.
Results: EasyLink identified and contacted 7 leading suppliers of night vision technologies from the USA, Western Europe, Israel and Czech Republic, and placed RFQs for the desired systems. In-depth product comparison was delivered for 5 shortlisted products in two categories, including technical parameters, pricing and other terms and conditions, with analytical conclusions and recommendations for the client.

Identification and analysis of providers of pilot training programs

Completion: 2006 - 08
Target markets: CZ
Objective: EasyLink was requested to identify pilot training schools around the world offering pilot training programs that meet the client's requirements and can offer programs on at least one of four types of aircraft specified.
Results: EasyLink team interviewed over 30 pilot schools in the Czech Republic, Europe, and overseas and identified 13 schools offering pilot training programs fulfilling the client's criteria. Pilot schools and their proposals were subsequently analyzed and compared in terms of price offered, their ability to provide training on several types of aircraft as well as additional factors. In fact, EasyLink exceeded the project requirements by providing an analysis of a significantly larger number of schools than the client originally hoped for.

Supplier of navigation and control systems for unmanned vehicles and control systems targets the Czech Republic

Completion: 2006 - 06
Target markets: CZ
Objective: Schedule meetings with potential production partners
Results: EasyLink approached all of the companies shortlisted by the client and utilized additional resources to identify additional potential partners. EasyLink arranged meetings with representatives of the Ministry of Defence, the Defence Specialist from the US Embassy as well as other potential partners e.g. R&D manufacturing companies, trading companies involved in import/export of military equipment, potential users and an industry expert.

EasyLink opens door for a U.S. supplier of communications technology

Completion: 2005 - 06
Target markets: CZ
Objective: EasyLink’s task was to arrange meetings with relevant players for a U.S. communications technology development firm specializing in the research, design, development, production, and support of wireless data communications products and services.
Results: EasyLink approached a selection of companies and organizations from the defense sector and arranged one-to-one meetings.

Targeted meetings with players in the Czech defence sector

Completion: 2005 - 06
Target markets: CZ
Objective: We were asked to schedule appointments for a U.S. manufacturer of support equipment for military and civil organizations as well as commercial and industrial applications.
Results: EasyLink contacted companies specializing in the research, development and manufacturing of military equipment as well as major traders and solution providers within the defence industry and scheduled meetings with interested parties.

U.S. security services provider targets the Czech Republic

Completion: 2005 - 06
Target markets: CZ
Objective: A U.S. security services provider to national defense agencies as well as commercial institutions offering a variety of security and threat analyses and implementation of security mechanisms, customized protection services and information and document security requested EasyLink to identify potential partners and arrange meetings with them.
Results: EasyLink approached a selection of organizations from the information technology and defense sectors. Altogether 11 meetings were scheduled with companies specializing in system integration, data and information security and IT services as well as relevant personnel from the MoD National Armament Department and from the MoD Section of Communication and Information Systems and the Association of Defence Industry.


Defense industry market research in Central & Eastern Europe

Would you like to understand and estimate the market potential for defense products and solutions in the CEE region? EasyLink provides professional expertise in strategic market research, market intelligence, competitive intelligence, market size analysis and market potential evaluation, competitive landscape and distribution structure study, identification of new customers and potential partners etc. Please contact us to discuss how we can assist your business objectives in export, marketing or sourcing.

Customer Search & Partner Search in Central & Eastern Europe

Are you seeking military product distributors, agents or buyers in Poland, Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Ukraine, Russia? We are experienced experts in search, identification, screening and pre-selection of business partners in Central & Eastern Europe, ranging from distributor search to profiling of prospective customers and identifying specific business opportunities; we assist our clients with sourcing in emerging markets and low-cost markets in the CEE region.