International defence companies supplying materiel to India are increasingly employing ethnic Indians to head their in-country operations, believing that they are better able to connect with their customers. Over the past decade a large number of these defence firms, especially from the United States, have been hiring or transferring locals or people of Indian origin (PIO) to market their wares to India's military. BAE Systems said the principal advantage of this is "marketplace knowledge". Consequently, it had made a "conscious and concerted effort" to ensure that its Indian subsidiary is staffed largely by Indian nationals.
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