Lockheed Martin 2011 Annual Report Download - page 11

PART I
ITEM 1. BUSINESS
General
We are a global security and aerospace company principally engaged in the research, design, development, manufacture,
integration, and sustainment of advanced technology systems and products. We also provide a broad range of management,
engineering, technical, scientific, logistic, and information services. We serve both domestic and international customers
with products and services that have defense, civil, and commercial applications, with our principal customers being agencies
of the U.S. Government. In 2011, 82% of our $46.5 billion in net sales were from the U.S. Government, either as a prime
contractor or as a subcontractor (including 61% from the Department of Defense (DoD)), 17% were from international
customers (including foreign military sales (FMS) funded, in whole or in part, by the U.S. Government), and 1% were from
U.S. commercial and other customers. Our main areas of focus are in defense, space, intelligence, homeland security, and
information technology, including cyber security.
We are operating in an environment that is characterized by both increasing complexity in the global security
environment, as well as continuing economic pressures in the U.S. and globally. A significant component of our strategy in
this environment is to focus on core program execution, improving the quality and predictability of the delivery of our
products and services, and placing more security capability into the hands of our customers at affordable prices. Recognizing
that our U.S. Government customers are resource constrained, we are endeavoring to develop and extend our portfolio in a
disciplined manner with a focus on international and adjacent markets. Finally, we are focused on cost reduction, through
actions such as our workforce reductions in 2011 and programs like our Voluntary Executive Separation Program (VESP)
and facility reduction initiatives in 2010, to further enhance the value of our products and services.
We were formed in 1995 by combining the businesses of Lockheed Corporation and Martin Marietta Corporation. We
are a Maryland corporation. Our principal executive offices are located at 6801 Rockledge Drive, Bethesda, Maryland
20817-1877. Our telephone number is [phone]. Our website home page on the Internet is www.lockheedmartin.com.
We make our website content available for information purposes only. It should not be relied upon for investment purposes,
nor is it incorporated by reference into this Form 10-K.
Throughout this Form 10-K, we incorporate by reference information from parts of other documents filed with the U.S.
Securities and Exchange Commission (SEC). The SEC allows us to disclose important information by referring to it in this
manner, and you should review that information.
We make our annual report on Form 10-K, quarterly reports on Form 10-Q, current reports on Form 8-K, and proxy
statement for our annual stockholders’ meeting, as well as any amendments to those reports, available free of charge through
our website as soon as reasonably practical after we electronically file the material with, or furnish it to, the SEC. You can
learn more about us by reviewing our SEC filings. Our SEC filings can be accessed through the investor relations page of our
website, www.lockheedmartin.com/investor. The SEC also maintains a website at www.sec.gov that contains reports, proxy
statements, and other information regarding SEC registrants, including Lockheed Martin Corporation.
Business Segments
We have four business segments: Aeronautics, Electronic Systems, Information Systems & Global Solutions (IS&GS),
and Space Systems. For more information concerning our segment presentation, including comparative segment net sales,
operating profit, and related financial information for 2011, 2010, and 2009, see Management’s Discussion and Analysis of
Financial Condition and Results of Operations and Note 4 – Information on Business Segments.
Aeronautics
In 2011, our Aeronautics business segment generated net sales of $14.4 billion, which represented 31% of our total
consolidated net sales. Aeronautics’ customers include the military services and various other government agencies of the
U.S. and allied countries around the world. In 2011, U.S. Government customers accounted for 75% and international
customers accounted for 25% of Aeronautics’ net sales. Sales from Aeronautics’ combat aircraft products and services
represented 20% of our total consolidated net sales in each of 2011, 2010, and 2009. No other Aeronautics’ product or
service lines generated more than 10% of our total consolidated net sales in 2011, 2010, or 2009.
3