There has always been a strong case for the economic-driven side of arms sales from the defense industry — after all, arms sales do affect their bottom lines. But the Trump administration has added several important phrases, including a new tenet: that arms sales should increase “economic security” and “create jobs.”
Profit — a factor that had been secondary to national security and foreign policy concerns — is front and center in Trump’s new policy, in keeping with his deal-oriented mindset. This could have significant implications if the government switches the means by which it entices customers from offsets to financing options. The first option burdens the defense industry, while the second burdens the defense budget.
Which is to say, this should concern you not just from a strategic perspective, but also as a taxpayer.
Trump’s new policy encourages a “whole of government” approach to pitching arms sales abroad. The change will effectively turn civil servants who had been third-party brokers between foreign governments and American defense contractors into de facto salespeople. Officials talking up American defense products isn’t new, but giving them the directive to increase “economic security” gives profit a greater emphasis — with the commander-in-chief and his 2017 sales pitches to the Saudis, for example, offering model behavior in this regard.
Currently, the majority of incentives to foreign buyers of American weapons come in the form of offsets. These agreements are made once the US government has cleared a sale and the company can liaise with whichever foreign government is purchasing the product. Offsets are meant to make the deals more attractive, and can include anything from co-production to technology transfer to Foreign Direct Investments. This takes a major cut out of any profit for the defense contractors, who shoulder most of the cost. In 2014 alone, contractors reported $20.5 billion in defense-related merchandise exports, with $13 billion worth of those sales including some kind of offset. The total value of reported offset agreements for that year was $7.7 billion — over one-third the value of total defense exports for that year.
Obviously, this makes offsets an unattractive option for increasing economic security. The defense industry would prefer not to bear that burden — so then how will diplomats sweeten the deal for interested buyers while still protecting profit margins?
Foreign Military Financing to the rescue. The Arms Export Control Act authorizes the president to financially assist nations interested in US defense products and services. While all that sounds technically sound, this financing comes in the form of either a grant (free money to never be repaid) or as direct loans (which are then sometimes forgiven).
This type of financing comes directly out of the US federal budget — specifically out of the State Department’s portion. The final budget omnibus that was signed into law in March settled on $6.1 billion to give freely to other countries to purchase American weapons.