China National Aero-Technology Import & Export Corporation (stand W110), which markets China-made military aviation products globally, is in talks with several countries to sell the Hongdu L-15 advanced jet trainer and Chengdu JF-17 fighter.
"We are talking to about five to six countries for each aircraft, and air force pilots from some of them have already flown test flights," says Ma Zhiping, president of CATIC. He is unable to say when the first deals will be signed, but he adds that there will be several "traditional and non-traditional" customers in the coming years.
Ma declines to specify which countries are interested, and would only say that they are mainly in Africa, the Middle East, Asia and South America. At the show, the Chinese delegation had meetings with countries including Iraq, Sudan, Mauritania, the United Arab Emirates, Nigeria, Pakistan and Egypt. Outside the show, they have also met officials from countries including the Philippines, Myanmar, Sri Lanka and Venezuela.
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"Different countries have different requirements and we have to try to cater to them. This includes operational and financial requirements. We provide very capable aircraft at a very reasonable price compared to what else there is in the market," says Ma.
"One of the biggest problems for many of our customers is financing. Many are developing countries and their payment abilities are limited. We work with the Chinese government in these cases to help them get cheap credit."
For potential JF-17 customers, China is willing to help them set up an assembly line or produce components for the aircraft. This will be similar to the arrangement with Pakistan for the JF-17, and earlier with Egypt for the Hongdu K-8 intermediate jet trainer and light attack aircraft.
"Some of the countries want to develop a defence industry, and we can do with them what we have done with Pakistan and Egypt," says Ma. "We have been selling aircraft for the last 30 years, but it is only in the last 10 that we have really started to make a mark in the international markets.
"Our presence in Dubai has doubled from the last time we were here, and that shows how serious we are. We will make an impact in the market for military products the coming years."
Source: Flight Daily News
