Randy Howard, Director of Business Development F-16 Lockheed Martin: 'Terbangkan' F-16 ke Indonesia

Promosi F-16

Pasar Indonesia dinilai semakin menjanjikan. Konsumen yang semakin bertambah pesat dan kebutuhan bangsa Indonesia yang makin beragam, membuat berbagai produk membanjiri pasar dalam negeri. Tak terlepas pula kebutuhan akan produk dan perlengkapan militer.

Kondisi geopolitik di Asia Pasifik dan Asia Tenggara yang dinamis membuat kesadaran akan hal ini semakin tinggi. Produsen sekaligus pengembang peralatan militer yang berbasis di Amerika Serikat, Lockheed Martin, pun melihat kesempatan ini.

Oktober lalu, perusahaan penerbangan yang memasarkan pesawat tempur F-16 ini memboyong simulator pesawatnya ke Indonesia. Harapannya, pemangku kepentingan yang bergerak di sektor pertahanan di Indonesia akan melirik kecanggihan produk ini.

Wartawan Republika Sapto Andika Candra berkesempatan berbincang dengan Randy Howard selaku director of business development F-16 Lockheed Martin di showroom simulator F-16 Viper yang dipajang di Hotel Grand Hyatt, Jakarta. Lantas mengapa perusahaan sekaliber Lockheed Martin melirik pasar militer Indonesia? Bagaimana strategi bisnis yang dijalankan? Berikut petikan wawancara Republika dengan Howard.

Apa tujuan Anda dan tim berkunjung ke Indonesia? Apa yang Anda bawa?

Kami datang ke Indonesia untuk memperkenalkan F-16 Viper, produk terbaru pesawat tempur multiperan F-16 Fighting Falcon. Tujuannya, tentu kami ingin menjamin seluruh pelanggan kami mengerti akan produk yang kami tawarkan. Indonesia adalah pasar yang besar. Kami tentu ingin memastikan pasar yang besar ini bisa kami masuki dengan baik.

Detail produk yang Anda bawa seperti apa?

Sebanyak 4.588 unit F-16 telah dikirim ke seluruh dunia. F-16 sendiri merupakan pesawat tempur yang paling sukses dalam sejarah manusia. Setidaknya kami mencatat seperti itu. F-16 merupakan generasi pesawat tempur yang dapat menyesuaikan kondisi lapangan dan tetap andal. Berbagai kondisi lapangan bisa dia lalui.

Apa yang membuat F-16 berbeda dengan kompetitor?

Bicara soal perbedaan atau keunggulan, harga F-16 lebih terjangkau dibandingkan produk pesaing kami. Selain itu, kami pastikan F-16 lebih mudah pengoperasiannya, terlebih dengan produk terbaru.

Berapa harga F-16 Viper yang saat ini Anda tawarkan kepada Pemerintah Indonesia? Berapa nilai investasinya, khusus di pasar Indonesia?

Pertanyaan yang saya sendiri tidak bisa menjawab, ya itu. Berapa harga F-16, saya akan menjawab. Harganya bergantung pada kebutuhan. Tapi, pertanyaan yang lebih menarik adalah berapa nilai investasi yang diberikan dari F-16?

F-16 merupakan jenis pesawat tempur yang murah dan sangat terjangkau. Sebanyak 4.500 unit pesawat tempur telah kami kirimkan ke seluruh dunia. Bila dibandingkan kompetitor F-16, tentu kami lebih murah baik dari segi spare parts ataupun operasional. Kami berpengalaman 100 tahun dalam menciptakan pesawat tempur. Kami merancang pesawat tempur agar bisa menukik hingga 9G sebagai dasar kami.

Inovasi seperti apa yang diberikan oleh F-16 Viper?

Ini adalah produk teknologi. Tentu berbagai kelebihan dalam hal teknologi kami berikan pada produk ini. Pada F-16 kami menambahkan kemampuan positioning, komputer lebih canggih, greater bandwidth, dan greater capacity. Sekarang, yang kami perkenalkan F-16 Viper. Pesawat F-16 Viper dilengkapi dengan adaptable electronic yang berkemampuan radar model yang lebih canggih.

Sebelumnya, fitur ini telah ada pada model F-16, F-22, F-35. Kami memiliki banyak pengalaman dalam bidang integrated radar system pada pesawat tempur, dan ini bukan hal yang mudah karena banyak sekali tantangan. F-16 V adalah pesawat tempur terbaik seperti yang telah kami jelaskan, pesawat ini mampu menukik hingga 9G dan kami selalu meningkatkan teknologi dari jenis pesawat terdahulu.

Pesawat ini juga memiliki kemampuan sistem elektronik pada komputer kokpit yang beresolusi tinggi untuk membantu pilot mengendalikan layar monitor, tetapi dapat menyusun strategi tempur. Fitur ini juga telah tersedia pada model pesawat tempur sebelumnya.

Model F-16 Viper melanjutkan kesuksesan dari pesawat sebelumnya selama 40 tahun lebih. Kami saat ini sedang berdiskusi dengan para pelanggan kami. Kami mengirimkan pesawat tempur hingga akhir 2017. Kami pun terus meningkatkan kemampuan pada F-16 V agar memberikan kepuasan bagi pelanggan. Karena pesawat ini merupakan pesawat tempur tersukses di seluruh dunia, harapan kami tentu F-16 Viper merupakan pengganti F-16 yang dimiliki oleh Indonesia.

Apakah platform F-16 dapat digunakan pada F-16 Viper ?

Sebelum kami menjawab, kami memiliki pesawat tempur F-16 pada awal tahun 90-an yang dimiliki oleh TNI. Pada jenis ini, kami meningkatkan kemampuan pada kokpit di mana di tempat duduk pilot kami memusatkan black 52 cockpit. Kami baru meningkatkan kemampuan pesawat tempur kami. Cockpit black 552 adalah kokpit yang sama tetapi dengan peningkatan kecanggihan.

Ini masuk akal karena banyak pesawat tempur yang menyamakan wujud dan bentuk. Sebagai bahan pertimbangan karena kita harus memelihara kelayakan pesawat tempur. Biasanya pada kendali pesawat sama, tetapi kami menambah dalam hal teknologi yang kami benamkan.

Kemudian untuk hardware dan sensor ada perbedaan, tetapi masih dalam satu fondasi yang sama. Dalam radar F-16 Viper kami melengkapi dengan tembakan radar yang akurat. Dasarnya penerbangan pesawat tempur yang sama. Tetapi, dalam F-16 V kami menyebutnya dengan free handling yang berarti kendali berada pada layar komputer.

Dengan demikian, apabila pilot mengalami masalah, ia cukup melakukan kendali melalui layar monitor, maka pesawat tempur akan beroperasi secara otomatis. Si pilot tidak perlu menekan banyak tombol sehingga hanya menyeting apa yang ingin dilakukan.

Apakah Lockheed Martin sudah mengadakan pertemuan dengan pemerintah di Indonesia?

Kami akan menawarkan pesawat tempur jenis F-16 V, dan ini merupakan model terbaru yang kami tawarkan. Sekarang kami masih dalam proses pengenalan F-16 V kepada Pemerintah Indonesia.

Apakah ada kompetitor di pasar Indonesia?
Ada. Rusia dengan Sukhoi-nya.

Apa kelebihan dari F-16 V? Dibanding dengan Sukhoi, misalnya?
Jika kita melihat sejarah, F-16 merupakan pesawat tempur tersukses dan pesawat tempur yang telah terbukti keandalannya. F-16 V memberikan kemudahan bagi pilot. Salah satu pesawat tempur kami telah terjual sebanyak 4.588 unit, sedangkan kompetitor penjualannya tidak sebanyak kami.

Kami telah bermitra dengan Angkatan Udara Amerika Serikat. Biaya perawatan perawatan mesin, senjata, dan hardaware kami murah. Hal ini merupakan salah satu faktor yang membuat pesawat F-16 lebih menarik bagi pelanggan, sehingga pelanggan fleksibel untuk menentukan pilihan.

Kami melanjutkan dan memperbarui F-16 Viper. Kami melakukan hal ini karena pelanggan. Departemen Angkatan Udara AS melakukan pengetesan pesawat, kebutuhan pesawat tempur, melakukan demo pesawat. Kami rasa kami adalah pemain terbaik dalam industri pesawat tempur generasi ke-4 saat ini.

Apakah Pemerintah Indonesia sudah memberikan keputusan mengenai pembelian pesawat tempur?

Saya belum tahu. Apa yang membuat pesawat tempur begitu hebat, kalau kita lihat kompetitor, mereka dapat terbang cepat dan tinggi. Akan tetapi, tidak hanya kemampuan itu saja yang dibutuhkan. Pesawat tempur harus dapat membaca situasi sehingga dapat membantu pilot. Dengan begitu, pilot dapat dengan mudah menyusun strategi.

Dari jenis pesawat, kami telah menciptakan pesawat generasi keempat, sedangkan kompetitor masih dalam tahap pemikiran pesawat tempur generasi keempat. Lockheed Martin menawarkan teknologi terkini dari F-16 Viper untuk Indonesia.

Bagaimana strategi F-16 untuk dapat bersaing dengan kompetitor?

Hal yang kami pelajari dari produk terdahulu, kami memiliki F-35, F-22, F-16, dan kembali F-16 Viper yang memiliki kecanggihan pembacaan data. Bila kita lihat kenyataan, Angkatan Udara AS membeli F-35. Seluruh uangnya ditujukan untuk meningkatkan kemampuan pesawat sehingga nantinya F-35 akan memiliki sistem radar yang sangat canggih. Sementara saat ini F-16 telah tersedia di Indonesia.

Pemerintah Indonesia peduli mengenai transfer teknologi. Indonesia telah memiliki sedikitnya dua program simulator. Bagaimana Anda membantu proses transfer teknologi di Indonesia?

Kami telah mendirikan lima fasilitas assembly yang dapat mengantarkan F-16 di seluruh dunia. Kami sangat senang bila Pemerintah Indonesia dapat duduk bersama untuk berdiskusi mengenai hal ini. Karena setiap negara berbeda kebutuhan. Seperti di Korea, kami mempunyai program KFX dan ini merupakan bagian dari komitmen. KFX program adalah program kerja sama pengembangan pesawat tempur dengan Korea.

Jadi, apa saja teknologi terbaru yang dimiliki F-16 Viper?

Seperti sistem radar yang canggih, sistem targeting yang canggih dan electronic warefare system, dan data link. Yang keseluruhan teknologi ini merupakan paket penjualan kami. Kelebihan lain yang tidak dimiliki oleh pesawat tempur lainnya, yaitu senjata yang terintegrasi.

Ada juga Free Flight Control, yakni cara penerbangan terbaik dalam pesawat tempur yang dimiliki oleh F-16 Viper. F-16 Viper memiliki performa terbang terbaik dan kami memiliki radar di udara dan darat. Selain itu, pesawat tempur kami tidak akan tertabrak dengan pesawat lain.

Apakah ada target penjualan untuk Indonesia?

Sebanyak 4.588 unit telah terjual pada pertengahan 1997 hingga 2017 di seluruh dunia dan sekitar dua ribu unit terjual di AS, sisanya terjual di 28 negara. Bila dibandingkan kompetitor penjualan kami masih lebih tinggi. Banyak faktor yang membuat F-16 lebih bernilai.

Harapan kami kepada 28 negara yang membeli F-16, ke depannya akan membeli F-16 V. Saat ini, tercatat 16 negara memesan tambahan spare part. Hal ini menjadi nilai tambah, bila pelanggan senang, mereka pasti akan membeli F-16, termasuk Indonesia.

Berapa harga satu unit simulator?

Kami akan berikan penawaran yang menarik. ed: Mansyur Faqih

Pensiunan Pilot yang Jadi Salesman

Bagi Randy Howard, pekerjaannya saat ini menyenangkan. Betapa tidak, sebagai direktur pengembangan bisnis pesawat F-16 di perusahaan raksasa Lockheed Martin, Randy berkesempatan untuk keliling dunia.

Pekerjaannya mungkin tak jauh berbeda seperti tenaga penjual (salesman) yang ada di mana pun. Tapi produk yang dia tawarkan tak tanggung-tanggung, pesawat tempur F-16 Viper yang merupakan generasi terbaru dari Fighting Falcon.

Di balik sosoknya yang bersahaja ala pebisnis ulung, siapa yang menyangka apabila Randy dulunya adalah pemain di lapangan. Kini menjual pesawat, tapi dulu, dia yang menerbangkannya. Randy merupakan pensiunan perwira Angkatan Udara Amerika Serikat.

Karena itu, jangan tanya lagi keandalannya dalam menerbangkan si burung besi. Bahkan, ketika berbincang dengan Republika pada Oktober lalu di Grand Hyatt Hotel, Jakarta, Randy mengenakan kostum pilotnya, seolah bernostalgia.

"Saya telah menjadi perwira Angkatan Udara AS selama 20 tahun dan saya sudah pensiun delapan tahun yang lalu. Saya bergabung dengan Lockheed Martin sejak delapan tahun yang lalu," ujar Randy.

Sewaktu menjadi perwira Angkatan Udara AS, dia bertugas di program international fighter. Saat bertugas di Korea, Randy bahkan memiloti pesawat tempur F-35. Lepas dari pekerjaan lapangan, Randy merasa tertantang untuk bergabung ke dalam bisnis pengembangan dan pemasaran pesawat tempur.

"Sekarang saya bertanggung jawab untuk pengembangan bisnis pesawat tempur F-16, dan kehormatan bagi saya dipercayakan untuk mengemban tugas ini," kata dia.

Dalam menjalankan bisnisnya di Indonesia, Randy mengaku cukup perhatian pada transfer teknologi. Alasannya, sebagai mantan pilot, Randy sadar betul betapa penting transfer teknologi dari si produsen kepada konsumen.

Transfer teknologi diwujudkan, antara lain, melalui produksi komponen atau suku cadang di dalam negeri. Di Indonesia, Lockheed Martin akan menggandeng PT Dirgantara Indonesia. ed: Mansyur Faqih

Sumber : http://www.republika.co.id/berita/koran/bincang-bisnis/15/12/28/o0290q2-randy-howard-director-of-business-development-f16-lockheed-martin-terbangkan-f16-ke-indonesia

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