1. Armor Buying Considerations
Private/Corporate
Armor buyers
Dilemma

2. Private/Corporate Armor Buyer’s Dilemma
“Now that I need it, what do I do?
Little or no past experience with armor
No knowledge of the industry or ballistic standards
Unfamiliar with duties, permits and import restrictions
No direct knowledge of offshore locations, common vehicles, availability
NO OEM or ‘Trusted Source’ to rely on ( unaware of M-B, Audi, BMW, etc programs or their models do not fit budgets or corporate requirements)
“Surely I can rely on help from………………..”
They call their counterparts
They call companies they find with web sites
They believe what they hear because they want to solve their problem
They routinely get poor value for the money
This is why we preach ‘Buyer Beware’

3. Private/Corporate Buyer’s Dilemma
Security Directors and prior Corporate armor experience:
Only in ultra high risk assessments
Mostly steel opaque used in the past thus poor vehicle performance
NO resale value and high maintenance
OEM warranty problems/denials
Poor servicing from contractors
“Hell to pay” from CFO’s

4. Private/Corporate Buyer’s Dilemma
Today’s Situation
Explosive growth in worldwide armor market
Technology relieves many old problems- weight/performance/maintenance
Technology allows for standard sedans rather than just SUV’s
Expanded lifecycles makes CFO’s happy
Growth in resale market dramatic

5. Selecting an Armorer
As stated, most security managers have no prior armor experience but they are reluctant to admit it
Without a familiar OEM standard to rely on, they become victims of overbuying and poor quality
Our customers get educated by Far West acting as external project manager
Here’s a quick overview of the armor selection process that we insist our clients go through to save time, money and get what they need

6. How to Select an Armorer: Overview
Write VERY tight specs for armor and options first
Include performance questions in your RFQ
Short deadline for replies
Establish evaluation database for comparisons
Demand certification documents- no exceptions or excuses
Inspect facilities and product before going further

7. How to Select an Armorer: Specifications
Use internationally recognized standards ONLY (NIJ, UL, CEN, DIN)
Eliminate any quotes that do not comply to these standards
Spec for the lifecycle of the vehicle’s use: today and tomorrow
Increased armor level is an incremental $ decision but has others effects
What’s standard, what’s optional?

8. Armor Performance Analysis
Armor weight vs. payload
Suspension modifications: specifics required & warranty impact
Brakes, tires/wheels detail
EMS modifications vs. warranty
Overall service plan in-country- concrete backups that are verified

9. This is the beginning of the process
We breakout each aspect of the process in detail and provide checksheets:
Spec writing, contracting, disbursements
Inspection processes- plant, production, material selections, certifications
Matching vehicle to the mission, the environment, armor capabilities, U.I.O. counts
Warranties and servicing-OEM & armorer
Testing and driver training

10. RESULTS? You get what you need You get what you pay for
You get it certified and have away to maintain it
Your people are better prepared
You achieve some peace of mind
Call us for the How to Buy Armor report or for assistance- see FWCG activities (link)