Successes and failures. Fighter Dassault Rafale in the international market
Since the late nineties, France, represented by Dassault Aviation, has been promoting its latest generation 4+ fighter Rafale on the international market. In the early years, this machine has repeatedly participated in foreign tenders, but has never been able to win. The situation changed only at the beginning of the last decade, and since then new orders have been regularly reported.
Commercial failures
By the beginning of the XNUMXs, "Rafale" had passed the main part of the tests, and the industry was preparing for the serial production of such equipment for the French Air Force and Navy. In addition, the search for foreign customers began, and the aircraft took part in a foreign tender for the first time. It soon turned out to be unsuccessful.
The first foreign Rafale operator could be the South Korean Air Force. At that time, they planned to renew their fighter fleet, and "Dassault" became one of the participants in the corresponding competition. Based on a comparison of foreign technology, the Korean Air Force chose the American F-15K fighter, modernized to meet their requirements.
The next setback took place in 2005. Then Dassault nominated its fighter for the NGF competition of the Singapore Armed Forces. According to the results of the first stage of comparisons, Rafale and the American F-15SG, modified taking into account the customer's requirements, reached the final. Soon, a car from the USA was chosen as the winner - the improvements fully justified themselves.
In 2007, the French media reported the unsuccessful completion of negotiations on the sale of Rafales to Morocco. The parties did not agree on financial and organizational matters, and the Moroccan Air Force ordered American F-16C / D aircraft.
A few months later, Rafale entered the list of participants in the new Brazilian tender. At the end of 2008 it became known that the French car became one of the three finalists and has every chance of winning. In the future, various messages appeared about the possible favorites of the competition, but the French plane did not figure in this context. At the same time, due to various problems and delays, the winner was chosen only in 2013, it was the Swedish JAS 39 E / F.
In parallel with the Brazilian competition, French aircraft manufacturers participated in two other similar programs. So, in 2009, Rafale was offered to Oman. This tender lasted for several years and ended in 2012 with the victory of the Eurofighter Typhoon. In the same 2009, the French technology interested the Kuwaiti Air Force. In the near future, the signing of the contract was expected, but due to disputes in the Kuwaiti leadership, it was postponed indefinitely. In 2015, the situation was not resolved in favor of France. Kuwait acquired Typhoons.
Since 2013, Dassault has participated in a competition to replace CF-18 fighters in the Canadian Air Force fleet. The customer was offered the organization of joint production and other favorable conditions. However, in 2018, the French side withdrew Rafale from the competition. This decision was due to the excessively stringent requirements of the customer and the impossibility of meeting them.
The last loss to Rafale at the moment also refers to 2017-18. The French aircraft participated in the Belgian tender and was considered one of his favorites. However, at the end of 2018, the Belgian Air Force decided to purchase American F-35A fighters - due to the higher tactical and technical characteristics and operational capabilities.
The era of success
In 2007, India launched the now legendary MMRCA Medium Multipurpose Fighter Competition. After several years of comparisons, trials, disputes, etc., in 2012, the French Dassault Rafale was chosen as the winner of this tender - and this was his first victory in the struggle for a foreign order. In the near future, a contract for 126 aircraft was expected to be signed, and the terms of such a deal were discussed.
However, the negotiation process soon reached an impasse. The parties could not find mutually beneficial terms, and for the next several years the fate of the order remained in question. In 2016 alone, there was a firm agreement on the supply of only 36 aircraft. The first Rafali went to India in 2019, and to date, the order has been completed by about a third.
Against the backdrop of these events, more successful negotiations between France and Qatar have been going on since 2011. Soon it was announced about the possibility of selling 72 aircraft, but then the volume of the contract was reduced to 24 aircraft. The agreement was signed in May 2015, and in 2019 the customer received the first aircraft.
Despite lengthy and fruitful negotiations with other countries, Egypt actually became the first foreign customer of Rafale. In 2014, this country initiated negotiations, and at the beginning of 2015, a firm agreement emerged. Already in the summer of the same year, the first of 24 aircraft taken from the presence of the French Air Force was handed over to the customer. In 2016, Egypt decided to exercise the option for 12 aircraft, and in May 2021 ordered another 30 new-built aircraft in the latest modification.
Since the summer of last year, France has been negotiating with Greece on the purchase of 18 aircraft of the current modification. At the beginning of 2021, the Greek authorities approved such a purchase, and at the end of January a contract appeared. Under its terms, the French side will transfer 12 aircraft from its presence and build 6 new ones. The first of them was handed over in June, and soon it became known about the imminent appearance of an additional agreement for 6 Rafales. It was signed in September.
Possible orders
Right now, Dassault is participating in a number of foreign tenders, each of which could potentially add to its portfolio of orders. However, the presence of serious competition to a certain extent reduces the likelihood of a positive outcome.
"Rafale" claims the contracts of the Air Forces of Spain, Finland and Switzerland. The results of their competitions have not yet been determined, but the French aircraft still has a chance of winning. At the same time, he faces tough competition from foreign technology. Its main enemy is the American 5th generation F-35 fighter, which has a number of obvious advantages.
The situation around possible supplies to the UAE is encouraging. Previously, this country has tested Rafale and was satisfied. Negotiations are underway, and the signing of the contract remains a matter of time. At the beginning of last year, Indonesia showed interest in aircraft. This year, such intentions were confirmed, and in June France received an offer to purchase 36 fighters with weapons. By the end of the year, there will be a French-Croatian agreement for 12 used Rafales.
Problems and solutions
Considering foreign tenders, their progress and results, one can understand why the Dassault Rafale fighter for several years has never been able to win a competition, and then gained a certain popularity. Apparently, these processes were based on technical, economic, political and other issues.
Almost immediately after entering the market, Rafal faced tough competition and was forced to resist leading foreign developments. In the South Korean and Singaporean competitions, this ended with the victory of new modifications of the American F-15, and now the next generation F-35 is becoming the main competitor. It is quite difficult to compete with American manufacturers, both for technical reasons and because of their lobbying capabilities.
At the same time, the French aircraft, with all its advantages, had several significant disadvantages. It was too expensive, the declared characteristics did not always correspond to the real ones, etc. In addition, customers were alarmed by the protracted development and testing process, as well as the limited pace of production and deliveries to the French Air Force and Navy.
However, France and Dassault Aviation eventually managed to cope with the main problems. Thus, several modernization projects have been developed in succession; the next modification will go into production in the very near future. Due to the consistent renovation, it was possible to get rid of almost all the shortcomings and establish a full-fledged operation of equipment in the troops. In addition, the planes managed to show themselves in real combat operations.
In recent years, the French side has been using a flexible approach to the formation of contract terms - and gaining some advantages. Now the customer can choose the composition of the equipment and armament of the purchased aircraft. In a number of competitions, it was proposed to organize the production of equipment at the customer's sites.
An interesting and useful practice was the sale of aircraft from the presence of the French armed forces. In this case, the customer saves on used equipment, and the French army frees up space in the aircraft fleet for the Rafale of a new production of modern modifications. According to some estimates, such processes are a kind of lending in which the role of the bank belongs to the French Ministry of Defense.
Correct measures
Thus, having suffered several setbacks on the international arms market, France, represented by the Dassault company and some government agencies, took a number of different measures. Thanks to this, the situation has gradually improved, and now, over the past 8-10 years, Rafale regularly wins foreign competitions and becomes the subject of new contracts. More contracts are expected in the very near future.
All this shows that the commercial potential of a modern aircraft depends not only on the tabular characteristics obtained in accordance with the requirements of the main customer. There are many other factors to consider when entering the international market. Leading exporters of combat aviation technicians have long understood this and are taking appropriate action. And now France has joined them - and is ready for a successful fight for orders.
- Ryabov Kirill
- Dassault Aviation, Ministry of the Armed Forces of France
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