How to industrialize the defense business with medium-sized ODM partners

EDS Munich: speaker introduction How to industrialise the defence business with medium-sized ODM partners

2026-04-09 From Veronika Maucher 3 min Reading Time

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The European Defence Supply invites you to Munich on 28 and 29 April. We would like to give our readers a preview of our programme. Today, we introduce Alexander Ostermeier, Business Development Manager Defence at Incap Electronics Germany GmbH, along with his presentation on the topic of industrialising the defence business with medium-sized ODM partners.

Alexander Ostermeier, Business Development Manager Defence at Incap Electronics Germany GmbH.(Source: Incap Electronics Germany GmbH) — Alexander Ostermeier, Business Development Manager Defence at Incap Electronics Germany GmbH.
(Source: Incap Electronics Germany GmbH)

Alexander Ostermeier has been working as Business Development Manager Defence at Incap Electronics Germany GmbH since March 2026. Prior to this, he held the same position at Lacon Electronic starting in June 2025. From May 2021 to July 2025, he served as Sales Director at Lacon Electronic, where he led the sales division of a company with more than 30 years of industry experience and a strong focus on high tech solutions. Between September 2015 and April 2021, he worked as Business Development Manager at Lacon Electronic with responsibility for strategic business development. His career at the company began in 1999, where until 2015 he managed projects and conducted training in the field of IPC as a project manager and trainer.

He completed his education in 1998 as a certified industrial master electrician and communications engineer with formal training and certification in electrical engineering and communications engineering. In addition to his professional roles, he has been a member of the working committee at the German Institute for Standardisation since March 2022 and is also involved in the VG standards committee NA 140 00 04 AA focusing on assembled cables and wires.

Made for NATO worldwide

The security policy turning point in Europe is leading to rising defence budgets – but without efficient, certified suppliers, any strategy will remain piecemeal. Many medium-sized companies now face the challenge of transforming civilian-oriented structures into defence-capable supply chains: with new standards, stricter compliance requirements, significantly longer product life cycles, and highly varied low to medium quantities instead of classic mass production.

The workshop shows how Incap Germany has evolved from a classic EMS partner to a strategic defence supplier – from VG standards and obsolescence management to documented traceability and security by design in electronic assemblies. A key focus is why experience in flexible small and medium-volume production with frequent product changes is often better suited to defence programs than large-scale automotive-style manufacturing, for example in terms of qualification effort, configuration management, and lifecycle support across decades.

Using concrete practical examples from cable assembly, PCB assembly, and power electronics (DC/DC solutions for Silent Move/Silent Watch), the workshop explains the organisational, technological, and cultural adjustments necessary to become “defence-capable” while retaining one’s identity as an SME.

The workshop is aimed at system houses looking for specialised electronics partners with solid defence experience, as well as companies entering the defence and security technology market that want to benefit from the experience of an established industrialisation partner with proven small-series competence.

Europe’s security landscape is changing rapidly

As defence budgets rise and EU programmes expand, civil technology providers are becoming vital contributors to Europe’s strategic autonomy. The event will act as a neutral platform for dialogue between technology suppliers, integrators, and decision-makers shaping the next generation of European defence capabilities and aims to open doors between civil industry and defence procurement, providing practical insights.

Find out more and register

About European Defence Supply

The European Defence Supply is a key event for the European defence industry. It offers a neutral platform to facilitate the entry of civilian technology providers into the defence industry. The EDS aims to foster new partnerships, provide answers to questions, and ease market access. Discussions will cover NATO strategies and the challenges faced by new market entrants, addressed through practical presentations and discussions.

The event will take place at the Design Offices Munich Macherei, featuring a networking event on 28 April at 19:00 and the conference on 29 April starting at 8:45. Further information and registration are available on the event's website.

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