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DEEPAK GUPTA: Now, if you look at the entire Russian business, it is all single vendor.
TEHELKA: Okay.

DEEPAK GUPTA: Okay? So…there is no question. See, if we have to buy T-90, then we only have to buy T-90.
TEHELKA: Okay.

DEEPAK GUPTA: There's nothing else. When we have to buy Sukhoi-30, it is only Sukhoi-30. When we have to buy Goldskoff, it is only Goldskoff. So there's no competition.
TEHELKA: Yeah, exactly. That is true.

DEEPAK GUPTA: But when you bid small products…
TEHELKA: Haan?
DEEPAK GUPTA: And it's not small, let me tell you. A Thermal Imaging and Night-Vision binoculars is used.
TEHELKA: Yeah.

DEEPAK GUPTA: In fact, there is a PNC on in the first week of December to upgrade the T-72…where 250 tanks are going in for upgradation.
TEHELKA: Okay.

DEEPAK GUPTA: That's an order of about 400 crores. Okay? Thereafter, they are going to give another 750 units. Like this they will carry on.
TEHELKA: Okay.

DEEPAK GUPTA: So…yours is hand-held, which would be for the infantry, I guess?
PANT: Yeah.

*  *  *

DEEPAK GUPTA: Tell me one thing.
PANT: Hmm.

DEEPAK GUPTA: If secretary's told…
PANT: Hmm?

DEEPAK GUPTA: If Defence Secretary's told, can Defence Secretary ask W.E. to go in for trial?
PANT: Yeah, certainly.

DEEPAK GUPTA: That I will do. That I will do.
TEHELKA: No, that…that I will tell you that difficulties of that also. Sir, I asked this matter also.

PANT: General Choudary is a man basically they are looking for.
TEHELKA: I…I asked this matter also.

DEEPAK GUPTA: General P.S.K. Choudary is our…
PANT: Hmm.

DEEPAK GUPTA: Only he takes too much money. If he is ready to give the money, then we can discuss it with General Choudary. If he's willing to spend the money, I'll try…

TEHELKA: Yeah, sir, I'm willing to spend, no problem…
DEEPAK GUPTA: I can talk to even General Choudary, let's talk.

PANT: All right. How much should we fix the deal at?
DEEPAK GUPTA: Right.

*  *  *

Deepak also impresses West End with his clout in other areas.

DEEPAK GUPTA: Let me tell you briefly my job profile. My job profile is Power, Defence, Telecommunication and highways.
TEHELKA: Aviation?

DEEPAK GUPTA: Highways. Highways.
TEHELKA: Highways.

DEEPAK GUPTA: And these four areas…whatever money that has to go to the government, goes through me.
TEHELKA: Okay.

DEEPAK GUPTA: Which gives me the access to get any instructions done.
TEHELKA: Okay, okay.

*  *  *

In the next meeting, Deepak explains what problems there would be if he took
up the liaisoning work of West End. He said that West End's competitors Thomson-CSF and El-Op have already struck deals and it might be too
late. Then he goes on to giving details how exactly he operates.

DEEPAK GUPTA (continuing): Let me explain to you my operation or you will not understand.
TEHELKA: Yeah.

DEEPAK GUPTA: I operate from the PMO.
TEHELKA: Okay.

DEEPAK GUPTA: Okay? Brajesh Mishra gives in suggestions…
TEHELKA: Okay.

DEEPAK GUPTA: "Do this, do this." "This needs to be done", "This file needs to stop…."
TEHELKA: Hmm.

DEEPAK GUPTA: "…this file needs to begin."
TEHELKA: Hmm.

DEEPAK GUPTA: So we are in a area of big fish. We catch big fish. We don't catch small fish.
TEHELKA: Hmm, hmm.

DEEPAK GUPTA: We catch the big fish. If you want to catch the big fish, it is 35 per cent business.
TEHELKA: That is true.

DEEPAK GUPTA: It is 35 per cent business.
TEHELKA: Hmm.

DEEPAK GUPTA: You understand? We don't catch the small fish. But while the net is put for the big fish, there are people who hold the net. There is Defence Secretary, there are some joint secretaries…
TEHELKA: Hmm.

DEEPAK GUPTA: So I come to know.
TEHELKA: Hmm.

DEEPAK GUPTA: They know this man operates from the political area. So be good friends with him.
TEHELKA: Okay.

DEEPAK GUPTA: And I always tell them, "You need not be free friends…"
TEHELKA: Haan.

DEEPAK GUPTA: "You know what to do with your money."
TEHELKA: Hmm.

DEEPAK GUPTA: So, we have good relations. Now, at the user level, when it comes to army, air force…I have people who are operating in small areas. Small-time agents. They can be worked upon for clearances. "Clear our money…" "Clear our order…" Because main payment goes to bureaucracy and politicians. You see, in order, if you want political interference politicians take four-five per cent, bureaucracy takes two per cent, user takes only one per cent. Eight per cent. Maybe one or two per cent expenses.

TEHELKA: Again tell me, politician will take?
DEEPAK GUPTA: Four-five per cent.
TEHELKA: Okay.

DEEPAK GUPTA: Bureaucracy will take two per cent.
TEHELKA: Okay.

DEEPAK GUPTA: One per cent user will take, you know, out of….
TEHELKA: Yeah, yeah. Total will be at 10?

DEEPAK GUPTA: Eight. Eight.
TEHELKA: That's all.

   
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