Vista defence

market access
industrial cooperation

Market access & Sales support

Vista Defence is your company’s trusted and highly experienced partner in your pursuit to become a supplier to the Danish Armed Forces.

With our deep insight in acquisition processes and extensive network both among experts and decision makers we will make you succeed on a transparent and low risk NATO market growing every year.

Industrial cooperation - also known as offset or countertrade - is about foreign companies selling defense equipment to the Danish defense and acquiring an obligation of counter purchase. This means that the foreign supplier must buy products from Danish companies equal to the amount sold to the Danish defense. However, industrial cooperation does not work this way in practice. Instead, a complex system has been established that evaluates the counter purchases based on the foreign supplier's investments in its Danish partner and the purchases made from its Danish partner. Industrial cooperation is managed by the Danish Business Authority, which must approve all industrial cooperation, whether based on invoiced purchases or development projects. Industrial cooperation as a development project is the most attractive option for the foreign supplier, as the counter purchase can be multiplied by various factors depending on the nature of the cooperation. For instance, technology and knowledge transfer have a factor of seven, making it easier and cheaper for the foreign supplier to fulfill its counter purchase obligation through industrial cooperation. Direct investments in Danish companies have a factor of five. Consultancy services also have a factor of five in industrial cooperation, while providing facilities to the Danish partner can earn the foreign supplier a factor of three in industrial cooperation. Most industrial cooperation in Denmark is carried out by American companies. Industrial cooperation plays a very important role in the development and growth of the Danish defense industry since Danish defense companies are very small and therefore dependent on industrial cooperation with foreign partners. The Danish Business Authority publishes an annual report on industrial cooperation, which in detail describes how the industrial cooperation is structured. The report on industrial cooperation can be found on the Danish Business Authority's website. As the report on industrial cooperation is for the Danish Parliament, it can also be found on the Danish Parliament's website. As the Danish defense will significantly increase its procurement in the coming years, this means that the requirement for offsets and thus industrial cooperation will correspondingly increase. There are therefore good opportunities for Danish companies that wish to strengthen their business in the defense market through industrial cooperation.

Industrial Cooperation

Industrial cooperation – or offsets – is your company’s opportunity to grow the business in Denmark. Vista Defence have a second to none network in the Danish industrial base – also outside of the defence domain – and we can assist you in building long lasting business relations that meet offset requirements via a solid business model.