1. Doing Business With the Government (No, not that Government)

2. United Technologies Corporation provides high technology products to the aerospace, building systems, and fire & security industries worldwide. UTC’s companies are industry leaders and include Pratt & Whitney, Carrier, Otis, UTC Power, UTC Fire & Security, Hamilton Sundstrand, and Sikorsky. International revenues contribute 61% of total revenues in 2005.

3. UTC REVENUES ($42.7B in 2005) Commercial & Industrial (64%) Aerospace & Defense (20% commercial; 16% military)

5. Whose and what rules are we playing by? Barriers to entry … and to exit QUESTIONS

6. In cooperation programs (e.g., JSF), mostly ours In direct sales (e.g., A400M), mostly theirs WHOSE RULES?

7. Import policies (tariffs and import charges Quantity restrictions Import licensing & customs barriers Standards, testing, labeling and certification “Buy National” policies and closed bidding Export subsidies WHAT RULES ARE THOSE? Investment barriers (limits on equity participation, denied access to government- funded R&D Local content and export performance requirements Restrictions on transferring earnings and capital)

8. State aid MOST SIGNIFICANT BARRIERS

9. Offset & countertrade Political considerations BARRIERS

10. Technology transfers Privacy restrictions ANNOYANCES