The winning proposal gives the military “more passengers, more cargo, more fuel to off-load, more availability, more flexibility, more dependability and it can carry more patients,” said Gen. Arthur Lichte, commander of the Air Force’s Air Mobility Command.

Background
After a long wait and several twists and turns, the Dept of Defense awarded a $35 billion dollar contract for the next generation of air to air refueling tankers, named the KC-45 (KC-X) to a consortium lead by Northrop/Grumman the US defense giant and EADS – a European defense giant. The deal would have the tanker built around the base airframe of an Airbus A-300, a company that EADS is a significant shareholder in.
The deal has done more for cross-Atlantic relations than any Condie hugging fest, although it has run into a perfect storm at home. This is after all an election year in the US set against the backdrop of a recession. Politicians have already uttered the O word (outsourcing) accusing the DOD of shipping jobs to Europe, where EADS and Airbus are based. Read background
On the face of it, the deal seems to say many nice things for how business is conducted in today’s Pentagon. In a previous go of the contract a few years ago, a former Pentagon official and an ex-Boeing CFO improperly exchanged information and are serving jail terms for it. At that time Boeing was unfairly awarded the deal as a ‘fat-cat’ lease agreement and not an outright buy. Lest we forget, no less than ,John McCain, the likely Republican candidate for President, led his Senate committee in a spirited investigation into the original sweet heart deal with Boeing.
But besides the usual sound bytes and photo-ops such issues provide our elected officials, I believe a more careful analysis reveals the making of a deal much wider than what has been reported. No conspiracy theory here, but just educated guesswork that only time will tell is right. Read on.
Insights
In the high stakes game of quid pro quo among nation states there may be more to the deal than meets the eye – Here is my take on it….
Sarkozy 1, Aribus 0
Unlike many of his predecessors who have unsuccessfully meddled with Airbus let alone fix it, Nicolas Sarkozy seems to be adopting an approach with a higher likelihood of success. Based on recent history, convincing the labor unions, Airbus’ moribund middle management and their German partner of the need for painful restructuring will take more than the will of a French President and of EADS – one of Airbus’ largest shareholders.
The KC-45 / KC-X deal hands Sarkozy and EADS just that stick to beat Airbus with.
Where previously restructuring by fiat, decree or even consensus had proved impossible, the $35 billion contract – a deal potentially creating jobs in France, Germany and the UK – lets them do just that. And I guess EADS will have worked enough wiggle room in the deal to allow it to continue turning the leverage the deal on Airbus for a while to come.
That is not all.
Cash from the KC-X deal may be just what Airbus needs most to bail out the troubled A-380 program as they it may have more penalties associated with delivery delays, faces a recessionary downturn in air travel and make up for lost state subsidies.
With this deal, well-worn arguments by Airbus to continue receiving state subsidies – primarily from France and Germany, will no longer hold. Airbus and its investor countries have justified for the longest time to the European Trade Commission and the WTO that they were right in being subsidized by their Governments because arch rival Boeing was being subsidized by contracts from the US DOD. Awarding the KC-X / KC-45 deal to Boeing would have perpetuated a subsidy model that no longer finds favor in Paris or Washington D.C. Awarding the contract to EADS ends any basis for continued state subsidies to Airbus.
Boeing Likes the deal too.
In that most twisted of ways that only the big guys seem to get, losing may be preferable to winning – especially when you are after a bigger prize. My guess is that Boeing’s management may not be feeling all that bad for lack of a KC-X deal.
Had they won, the deal would have been bitterly contested, risking its market reputation and the possibility of it being overturned again – fate worse than not winning the deal. In a presidential election year, where John McCain is one of the candidates and you don’t know which horse to back, defending a contract award could get pretty tricky.
In Boeing’s favor, unlike Airbus, they do not lack for the ability to get focused and fix things. the KC-X deal would at best have been a $100 billion distraction and risk lulling the company into complacency at a time when they need greater focus on the Dreamliner – Read about Boeing’s Mr. Fix It.
Besides, not having the deal allows Boeing and the US Trade Reps to make a stronger, almost watertight case to the EU and possibly WTO against continued state subsidies to Airbus. A ruling in Boeing’s favor could have much greater long term impact than the KC-45 contract.
This deal could also solve another problem for Boeing – that of its C-17 military transport, whose production line is on the brink of closing. The line is being kept open with some sweetheart deals from Australia, the UK and now a planned NATO airlift capability. The KC-45 deal could possibly imply a French quid pro quo support for more C-17 buys by NATO, possibly even by France itself. The Airbus A400M, really a C-130J equivalent is also delayed and a C-17 buy by France, though in a different class than the C-130J, could be somewhat justified.
Uncle Sam
For Uncle Sam – the deal makes a lot of sense in more ways than one.
It is also clear that the excessive emphasis on the A-300′s carrying capacity, over that of Boeing’s platform is smart planning for an alternative fuel future. For the uninformed – me included, the Pentagon is potentially the largest alternative fuel customer in the world. In fact, over the life of the KC-45, some of the more exotic fuels may need more volume to be carried, or more cooling/insulation – reducing the usable volume to that of Boeing’s KC_X alternative.
The contract also holds out promise of more Pentagon carrots to allies that would be more incented to toe the line a little more. Besides, having the US Government as your largest customer means you are that much more vested in the trans-Atlantic defense relationship, less likely to criticize its ongoing adventures. It also delivers a clear message that at first, friends such as Sarkozy, will be trusted and even rewarded. Then – they have to remain friends to get more.
And finally the deal makes even more sense when the lack of competitiveness and increasing irrelevance of European defense technology leaves the US with little choice in what it outsources to Europe – limiting it to deals that are largely low-tech (such as the tanker deal) or the low-tech components of a high tech deal (such as in the F-35 JSF effort).
Prediction – the French partnership in the JSF
I also believe the decision to award the KC-45 contract to Northrop/EADS presages French participation in the JSF (Joint Strike Fighter) Program. Here is why.
Apart from a few expressions of desire (read blog article), France’s own Dassault, is strangely silent on a 5th generation replacement for the Rafale. The truth is – neither the French nor Europe can afford to build a F-35 class fighter. China has its own plans. With India and Russia are taking a shot at it as well with the PAK-FA, their 5th generation fighter, the challenge cannot be ignored either.
For Dassault, it is going to be hard to form a European team, having previously snubbed potential partners over the Euro-fighter Typhoon project and going it alone with the Rafale.
With UK, Italy, Turkey and the Netherlands firmly in the JSF camp, that leaves Germany and possibly Sweden as the only possible partners. Definitely not enough demand or money to go around. The only other partner candidates for stealth – Japan Israel will mostly end up opting for the F-35, or maybe even the F-22.
That leaves France with no choice – and for Sarkozy perhaps a happy one. Politicians love nothing more than having circumstances make the case for them – which is to join the JSF program as a Level 1 partner.
Lockheed Martin could just as well do with another Level 1 partner in the JSF program – helping infuse cash at a time of strained DOD budgets and likely reduced orders for the JSF.
Only time will tell – but I think the KC-X announcement is the first in a series of trans-Atlantic deals including more consolidation.
Everybody’s happy
So everybody’s happy – Northrop Grumman / EADS with the KC-45 deal, Airbus, the French Government, Uncle Sam and very very likely – Boeing and Lockheed Martin. Nice play – all around.
Comments welcome._________
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