Leveraging Defence Procurement for Success—Analytic Systems

James Hargrove, CEO and VP of Sales and Marketing, Analytic Systems, explains how the Industrial and Technological Benefits Policy has meant opportunities for his company.

Transcript—Leveraging Defence Procurement for Success—Analytic Systems

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[Close-up of company sign that reads "Analytic Systems: Power Conversion Solutions"]

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James Hargrove, CEO and VP of Sales and Marketing, Analytic Systems: Analytic Systems designs and manufactures power electronics, and power electronics are devices that convert one form of electricity to another.

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We do all the designing in house. We do all of the electronics manufacturing in house, particularly when you're dealing with the military. A lot of the enclosures that we would build the electronics into are machined out of billet material, and so we also do all our own CNC machining in a separate facility so that we control every step of the process. All of the intellectual property is in our hands, and we make sure for our customers' benefit that everything is kept very secure. And they trust and know that none of their precious intellectual property will make it outside our doors.

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We started working with the U.S. military. We got involved with a program called the Modern Burner Unit program, which was an electronically controlled field cooking system for the U.S. army, and that gave us the opportunity to get more exposure to the military and aerospace market, including in Canada. And then through the IRB program, we were able to make a connection with the Textron Corporation, where we got involved in building inverters for the TAPV program, which was very, very successful for us.

[Footage of an employee working on equipment, followed by image of company sign that reads "Analytic Systems: Power Conversion Solutions"]

We've been able to bring other contracts into Analytic Systems, whether they were directly through IRB, but through the exposure we gained in the involvement with IRB, we ended up working with Dew Engineering and Weatherhaven, providing power supplies for all of the shelters that they were building for the Canadian military.

I think with the ITB policy, all of these corporations that you would do business with through ITB are all multinational corporations. If you get the opportunity to do business with them through the ITB program and you do a good job, they're going to come back to you to be a supplier to them for contracts that they have with the U.S. or other nations around the world. So it's very important that you take the opportunity to be involved through ITB, do your very best, deliver a good product, deliver it on time, for the right price. You'll find as we have that many other opportunities will come to your door.

[Footage of equipment interspersed with the CEO in a meeting, employees at a trade show and a high-speed train]

In one word, I can describe the ITB policy as "opportunity." Being involved with the ITB program gives you the opportunity to become a vendor to a prime or subprime contractor. If you do a good job there, it leads to other opportunities both within Canada and in the larger export marketplace as a global supplier to these corporations.

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