Paul Jennison is the vice-president of government sales and business development at L3-WESCAM – a globally-known specialized camera system manufacturer based in Burlington, Ontario.
How many locations do you have in Canada, and are there any in other countries?
We have two manufacturing and design locations in Burlington and one in Don Mills, Ontario. In Don Mills we design and build all our high performance lenses. We also have facilities in Hanover, Maryland as well as the UK.
How many countries do you export to and what is your biggest market?
We have delivered over 3,200 MX products to over 65 countries worldwide. The U.S. is undoubtedly our largest market and we have systems being used by the United States Navy for Maritime Patrol, the US Coast Guard search-and-rescue and also US state and city police agencies for public safety missions. That being said, we also have a large distribution in Europe and the Middle East.
What are your future growth plans?
We are spending time investing in land and marine markets worldwide for which I believe we are poised to make market entry with our new products.
What’s one goal you want to achieve?
We are working to obtain the No.1 position in airborne ISR (intelligence, surveillance, reconnaissance) and to follow up with diversifying our products in the land vehicle and maritime markets to offer ISR solutions in all domains.
What advice would you give to an SME breaking into a new market?
Immerse yourself locally (in the market you are exporting to) and find the right contacts to guide you. Follow through on your promises and remember it’s a marathon, not a sprint. Be prepared for setbacks and work promptly to correct them. The Canadian Trade Commissioner Service is a great resource for Canadian exporters.