DIMDEX 2016: Middle East a smarter market
Customers in the Middle East region are becoming smarter in how they interact with OEMs and plan their procurement strategies, as both sides adapt to financial stresses brought on by fluctuating hydrocarbon prices.
Companies now have to accommodate customers with more experience in the defence market and who were looking to select a range of open architecture solutions and systems from different manufacturers, according to Simon Carroll, Head of Country Unit Middle East at Saab AB.
‘The [regional] navies have gotten better [in dealing with defence OEMs]. They are better in the business, know more and have more experience. I’m
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