Navigating the Skies with ELDIS Pardubice: An Insightful Interview with Filip Vogel

In an exclusive interview with ACE (Aerospace Central Europe), Editor-in-Chief Katerina Urbanova delves into the intricate world of radar systems with Filip Vogel, Sales Director of ELDIS Pardubice. Discover the company’s mission, their groundbreaking success in India, and how Vogel’s unique adventures around the globe shape his professional approach.

Katerina Urbanova (KU): Can you provide a brief overview of ELDIS Pardubice and its mission in the field of radar systems?

Filip Vogel (FV): ELDIS Pardubice is a company that manufactures and supplies radar systems, developing them from scratch. We have a strong technical department and development capacities, allowing us to design, produce, and deliver radars along with related services such as training, installation, handover, and warranty as well as post-warranty service. Our mission is to provide our customers with reliable and safe tools for air traffic management. It’s crucial for us that our solutions are not just delivered but are backed by strong technical support and services.

KU: ELDIS Pardubice recently secured a significant contract to supply 20 new radars to India. What do you consider the key factors that led to this success in the Indian market?

FV: Our long-term presence in the market, combined with our flexibility and adaptability to changing customer requirements, were key factors. The preparation for this contract took several years, during which we had to be ready for various scenarios. We were prepared to act as both an international and local supplier, allowing us to effectively respond to changes in requirements. Our existing presence and reputation as a strong partner also played a crucial role. India is price-sensitive and complex in negotiations, but our ability to negotiate effectively and adapt to the market enabled us to secure this large project. Additionally, our strongest competitors gradually withdrew due to a lack of flexibility, which gave us an advantage. Understanding the local mentality and being prepared for dynamic changes were crucial.

KU: Can you tell us more about your collaboration with local Indian partners such as Mahindra and how these partnerships contribute to your success?

FV: We collaborate with several local partners, including Mahindra , which helps us meet the “Make in India” requirements and localize part of the production in India. Mahindra is the main contractor for some of our projects and is gradually learning to install our radars, thereby fulfilling local regulations. We also work with companies like Astra Microwave, which assist us in supplying radar system components. These partnerships allow us to better respond to local needs and ensure quality radar deliveries. In some projects, such as the one for the NAVY, Mahindra handles 50% of the local supply while we deliver the rest. This model of collaboration enables effective technology and know-how transfer to India.

KU: What other projects in India do you plan, and how do you see the future of ELDIS Pardubice in this market?

FV: We plan to continue participating in the dynamically developing Indian market. India has ambitious plans to dramatically increase the number of civil airports and passenger volumes by 2040. They plan to build 150 new airports and increase passenger numbers from 180 million to one billion. This growth represents enormous opportunities for radar system deliveries. Our goal is to further develop our presence in India through local partnerships and our subsidiary, ELDIS Pardubice India. We plan to focus more on local presence and utilize local suppliers, allowing us to engage more effectively in India’s infrastructure development. With our established reputation and successful projects, we are well-positioned to capture a significant share of this expanding market.

KU: What advantages does ELDIS Pardubice gain from being a part of CSG – Czechoslovak Group, and how does this partnership affect your global expansion?

FV: Membership in CSG provides significant advantages, such as customer confidence in our financial stability and capabilities due to a strong industrial holding. Sharing contacts and experiences among group members helps us in our business activities and global expansion. Within CSG Aerospace, we can offer comprehensive solutions together with other companies in the group, strengthening our market position. For our customers, this means they can rely on long-term serviceability and spare parts supply. The strong brand of CSG also provides reassurance to potential customers who may not be fully familiar with ELDIS Pardubice.

KU: Filip, how has your adventure around the world in a “Žigulík” influenced your professional life, and how do you translate these experiences into leading the sales team at ELDIS Pardubice?

FV: My adventure around the world taught me resilience, flexibility, and the ability to interact with people from different cultures and environments. Organizing the trip and negotiating with various officials and customs officers prepared me for international business and negotiations. These experiences helped me in my role as the head of the sales team, where it is essential to find solutions and adapt to various situations. I had to learn the basics of Russian and Spanish, which helped me communicate during the journey. These skills are invaluable in international trade, where adapting to different cultural norms and negotiation practices is crucial. Handling logistics and solving problems on the road taught me to be resourceful and persistent, which are key qualities in leading a sales team.

KU: Besides India, ELDIS Pardubice has significant projects in other countries. Can you mention some of these projects and their importance to your company?

FV: We are also focusing on markets in Europe, which has traditionally been strong for us. We recently won a prestigious project for the Norwegian Air Force, which involves a primary radar with a range of 100 nautical miles and represents the new generation of our radar systems. This project helps us establish a strong reference in the NATO countries. Additionally, we have projects in Poland, Germany, and Turkey, and are exploring opportunities in Africa and Latin America, with notable successes in Morocco and Colombia. Developing new products, such as 3D and mobile radars, also keeps us at the forefront of technological advancements, allowing us to cater to diverse markets worldwide.

In this insightful interview, Filip Vogel has shared the dynamic and innovative approach of ELDIS Pardubice in the radar systems market. From their strong mission of providing reliable and safe air traffic management tools to their remarkable success in India and strategic partnerships with local firms, ELDIS Pardubice demonstrates a robust commitment to technological advancement and market adaptation. Vogel’s unique personal experiences further enhance his ability to lead and navigate the complexities of international business. As ELDIS Pardubice continues to expand and innovate, their role in both civil and military aviation sectors will undoubtedly grow, contributing significantly to global air traffic safety and efficiency.

Interviewed: Katerina Urbanová
Photo Credit: Eldis Pardubice