Lockheed Martin 2011 Annual Report Download - page 14

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Space Systems
In 2011, our Space Systems business segment generated net sales of $8.1 billion, which represented 18% of our total
consolidated net sales. Space Systems’ customers include various government agencies of the U.S. and commercial
customers. In 2011, U.S. Government customers accounted for 96%, international customers accounted for 2%, and U.S.
commercial and other customers accounted for 2% of Space Systems’ net sales. Sales from Space Systems’ satellite products
and services represented 12%, 13%, and 13% of our total consolidated net sales in 2011, 2010, and 2009. No other Space
Systems’ product or service lines generated more than 10% of our total consolidated net sales in 2011, 2010, or 2009.
Space Systems is engaged in the design, research and development, engineering, and production of satellites, strategic
and defensive missile systems, and space transportation systems, including activities related to the planned replacement of
the Space Shuttle. Space Systems is responsible for various classified systems and services in support of vital national
security systems. Space Systems’ major programs include:
• The Trident II D5 Fleet Ballistic Missile, which is a program with the U.S. Navy for the only current submarine-
launched intercontinental ballistic missile in production in the U.S.
• The Space-Based Infrared System (SBIRS) program, which provides the U.S. Air Force with enhanced worldwide
missile launch detection and tracking capabilities.
• The Orion Multi-Purpose Crew Vehicle (Orion) program, an advanced crew capsule design for the National
Aeronautics and Space Administration (NASA) utilizing state-of-the-art technology for human exploration beyond
low earth orbit that replaces the Space Shuttle.
• The Advanced Extremely High Frequency (AEHF) system, which is the next generation of highly secure
communications satellites for the U.S. Air Force.
• The Mobile User Objective System (MUOS), which is a next-generation narrow band satellite communication
system for the U.S. Navy.
• Global Positioning System (GPS) III, which is a program to modernize the GPS satellite system for the U.S. Air
Force.
Space Systems has an ownership interest in United Launch Alliance, which provides expendable launch services for the
U.S. Government, and in United Space Alliance, which provides processing activities for the Space Shuttle program, which
is winding down following the completion of the last mission in 2011.
Competition
Our broad portfolio of products and services competes against the products and services of other large aerospace,
defense, and information technology companies, as well as numerous smaller competitors, particularly in the IS&GS
segment. We often form teams with other companies that are competitors in other areas to provide customers with the best
mix of capabilities to address specific requirements. In some areas of our business, customer requirements are changing to
encourage expanded competition, such as information technology contracts where there may be a wide range of small to
large contractors bidding on procurements. Principal factors of competition include: value of our products and services to the
customer; technical and management capability; the ability to develop and implement complex, integrated system
architectures; financing and total cost of ownership; release of technology; our demonstrated ability to execute and perform
against contract requirements; and our ability to provide timely solutions.
The competition for foreign sales is subject to additional U.S. Government stipulations (e.g., export restrictions, market
access, technology transfer, industrial cooperation, and contracting practices). We may compete against domestic and foreign
companies (or teams) for contract awards by foreign governments. International competitions also may be subject to different
laws or contracting practices of foreign governments that may impact how we structure our bid for the procurement. In many
international procurements, the purchasing government’s relationship with the U.S. and its industrial cooperation programs
are also important factors in determining the outcome of a competition. It is common for international customers to require
contractors to comply with their industrial cooperation regulations, sometimes referred to as offset requirements, and we
have undertaken foreign offset agreements as part of securing some international business. For more information concerning
offset agreements, see “Contractual Commitments and Off-Balance Sheet Arrangements” in Management’s Discussion and
Analysis of Financial Condition and Results of Operations.
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