He will fight in the US for Norwegian Defence suppliers

– I really look forward to work in Washington for the interests of Norwegian defense industry, as the first in more than twenty years to be dedicated for Norwegian defense industry over there, says Tom Ivar Stie to EXPRESSway. He is pleased because, like the Americans have had for years in their own embassy here, Norway will now get our own representative in the US. This is of course only fair and proper. The background of Stie is rather special. As of today he runs his own software company, a company with relevance to EPMT markets. Here he sells to the defense industry, included in the US. Hence he knows firsthand where the challenges are.
Stie also has a background from three years in the Norwegian Ministry for Defense, where he worked with materiel and purchases.

Build Governmental Contacts

- The main goal for me will be to build the contacts with the US authorities, which will be crucial to succeed over there. Then it will be to find the market possibilities with the best chances of success, Stie says. He has one big warning though, of a real challenge for all Norwegian players that will be involved in defense business in the US.

– Time, it usually takes a long time from a contract has been signed until something really happens when you deal with American defense players, says Stie and talks because he knows. One contract he got for his own company took three years from signing to action. And this is normal in a market where strength and quality are buzzwords, and the only way to success.

– The quality of Norwegian products is a selling point for us over there, and this will be something I will stress in the contacts I will make, Stie says.

You need patience and stamina

– Patience, stamina and sound finances are necessary if you want to play in the American defense market, Stie explains, particularly to the most vulnerable part of the usually small and even medium sized Norwegian companies. But Tom Ivar Stie's own company is not big either, and they have made it over there. So nothing is impossible, and the profit may be very good for the ones that have the needed patience.

After talking with a very enthusiastic Tom Ivar Stie the old US of A sounds like a challenging haven for Norwegian defense suppliers. Even though he presents challenges, it is the possibilities that have triggered him in his new job. He welcomes Norwegian defense suppliers, but hopes they can wait for still a few more months. As soon as he is installed over in Washington he will do whatever he can for a new dawn for Norwegian defense suppliers that want to try their luck in the most interesting market they will ever find.

Torbjørn Svensgård, president of FSI cannot agree more with Tom Ivar Stie. He really wishes Stie luck, and is convinced that Stie and the regional director for Innovation Norway over in the US, Kristin Dahle together will do a great job in the American market for the betterment of Norwegian defense suppliers.

– To EPMT Tom Ivar Stie in Washington means a door opener to US DoD, Pentagon and major defence contractors in the Washington D.C. area, says, Kjell A. Bengtsson SVP Marketing and Sales.