You recently manufactured a few thousand assault rifles for the UK and 10,000 for New Zealand. Is the Estonian Defense Forces’ order of 16,000 rifles the biggest quantity you’ve been asked to supply to a single tenderer?
Our biggest client is the US government, but yes, as far as single procurements go, Estonia’s is the biggest so far.
Please compare the weapons Estonia is procuring to those sold to the UK and New Zealand.
The platform is more or less the same, as is the caliber. Simply looking at them, you would say they are identical. The only difference is in how they work: one has a long stroke piston for gas-operated reloading and the other short. Otherwise, they are very similar.
Still, the price seems different. New Zealand paid €35 million euros for 10,000 weapons. Estonia seems to be paying a lot less per rifle…
That is probably a little misleading. Every procurement comes with a number of extras. We cannot compare cost per item because they also procured other things: spare parts, training. Every tendered has their own demands for training, warranty conditions, optics, silencers. Sometimes, clients only want the rifle.
Is LMT underestimated on the global arms market?
JJ: I would not use that word. We are a relatively modest company. Looking at the US arms market, companies active there pursue a lot of advertising. That has never been our focus. Most of our clients are members of special forces units from all over the world. We normally do not reveal who our clients are, except in the case of major procurements, like those of the UK or New Zealand. There are a lot of special forces members who do not want to be mentioned. We have confidentiality clauses with many of our clients, according to which we will not disclose how many weapons we sold them, what they bought and in what caliber. We usually enter new markets starting with special forces.